Selling Today Partnering To Create Value 15th Global Edition Gerald Manning, Michael Ahearne - Solutions

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How do people communicate without using words?AppendixLO1
What are some things to remember when communicating via technology like social media, e-mail, texting, and phones?AppendixLO1
How does a salesperson adjust for cultural differences?AppendixLO1
What is adaptive selling?AppendixLO1
Why is it important for salespeople to practice adaptive selling?AppendixLO1
What kind of knowledge do salespeople need to practice adaptive selling?AppendixLO1
How can salespeople acquire this knowledge?AppendixLO1
How can salespeople adapt their sales strategies, presentations, and social styles to various situations?AppendixLO1
Why is prospecting important for effective selling?AppendixLO1
Are all sales leads good prospects? What are the characteristics of a qualified prospect?AppendixLO1
How can prospects be identified? How can social media be used?AppendixLO1
How can the organization’s promotional program be used in prospecting?AppendixLO1
How can an effective lead qualification and management system aid a salesperson?AppendixLO1
How can a salesperson overcome a reluctance to prospect?AppendixLO1
What precall information is needed about the individual prospect and the prospect’s organization?AppendixLO1
How can this information be obtained?AppendixLO1
What is involved in setting call objectives?AppendixLO1
Should more than one objective be set for each call?AppendixLO1
How can appointments be made effectively and efficiently?AppendixLO1
How should the salesperson make the initial approach to create a good impression and gain the prospect’s attention?AppendixLO1
How can the salesperson develop rapport and increase source credibility?AppendixLO1
Why is discovering the prospect’s needs important, and how can a salesperson get this information?AppendixLO1
How can the salesperson most effectively relate the product or service features to the prospect’s needs?AppendixLO1
Why is it important for the salesperson to make adjustments during the call?AppendixLO1
How does the salesperson recognize that adjustments are needed?AppendixLO1
How can a salesperson effectively sell to groups?AppendixLO1
How can salespeople use verbal tools to strengthen a presentation?AppendixLO1
Why do salespeople need to augment their oral communication through tools such as visual aids, samples, testimonials, and demonstrations?AppendixLO1
What methods are available to strengthen a presentation?AppendixLO1
How can salespeople use visual aids and technology most effectively?AppendixLO1
What are the ingredients of a good demonstration?AppendixLO1
Is there a way to quantify the salesperson’s solution to a buyer’s problem?AppendixLO1
How can salespeople reduce presentation jitters?AppendixLO1
How should salespeople sell value and build relationships when responding to objections?AppendixLO1
Which methods are effective when responding to objections?AppendixLO1
How do you deal with tough customers?AppendixLO1
How can I prepare myself for a promotion into management?AppendixLO1
Which career paths are available in sales?AppendixLO1
What selection procedures besides interviews might I go through?AppendixLO1
How should I go about getting interviews, and what should I do when I have an interview?AppendixLO1
Where do I find these jobs?AppendixLO1
Which entry-level jobs are available to new college graduates?AppendixLO1
What is the organizational structure, and how does it influence salesperson activities?AppendixLO1
How do salespeople work within the company to resolve ethical issues?AppendixLO1
How do company policies, such as compensation plans, influence salespeople?AppendixLO1
How do salespeople work with sales managers and sales executives?AppendixLO1
How do salespeople coordinate the efforts of various functional areas of the company?AppendixLO1
Which areas of the company work with salespeople to satisfy customer needs?AppendixLO1
How can you evaluate your own performance so you can improve?AppendixLO1
How should you analyze your daily activities and sales calls?AppendixLO1
How does territory strategy relate to account strategy and building partnerships?AppendixLO1
What should you consider when devising a territory strategy?AppendixLO1
What can you do to “create” more selling time?AppendixLO1
Why is time so valuable for salespeople?AppendixLO1
Which techniques are important to use when handling complaints?AppendixLO1
Which sales strategies stimulate repeat sales and new business in current accounts?AppendixLO1
How should salespeople stay in contact with customers?AppendixLO1
How important is service after the sale?AppendixLO1
What are the responsibilities of salespeople in partnerships?AppendixLO1
How do relationships develop over time?AppendixLO1
What are the benefits and risks in partnering relationships?AppendixLO1
What are the characteristics of successful partnerships?AppendixLO1
When is each type of relationship appropriate?AppendixLO1
What different types of relationships exist between buyers and sellers?AppendixLO1
What are the salesperson’s guidelines for offering and requesting concessions?AppendixLO1
Which negotiation strategies and tactics do buyers use? How should negotiators respond?AppendixLO1
How can the negotiation session be effectively opened? What role does friendly conversation play?AppendixLO1
What type of planning needs to occur prior to a negotiation meeting? How should a seller set objectives?AppendixLO1
What items can be negotiated in selling?AppendixLO1
What is negotiation selling? How does it differ from nonnegotiation selling?AppendixLO1
What causes difficulties in obtaining commitment, and how can these issues be overcome?AppendixLO1
What should a salesperson do when the prospect says yes? When the prospect says no?AppendixLO1
How should pricing be presented?AppendixLO1
Which methods of securing commitment are appropriate for developing partnerships?AppendixLO1
When is the best time to obtain commitment?AppendixLO1
Why is obtaining commitment important?AppendixLO1
How much emphasis should be placed on closing the sale?AppendixLO1
The From the Field boxed feature describes how Alex Pettes manages his time for self–improvement.Why is it important for salespeople to have a selfimprovement plan?
Communication, or behaviour, styles are the basis for one of the most popular training programs. Worldwide, 47 million people have participated in Wilson and DiSC programs. An understanding of communication styles assists us in building better personal and business relationships.As indicated in
With the product solution you created for the previous application exercise, prepare a list of product features and the benefit or benefits associated with each feature.If you were a salesperson selling this product solution to a customer, which benefits would you emphasize? Explain.previous
What do you understand by personal selling?
What opportunities are there in sales for women and people of color to meet the needs of a diverse marketplace today?
What career opportunities in sales are offered by service companies?
How do high-performance salespeople in hotel, motel, and convention center services build relationships?
Explain the term customer service representatives (CSRs)?
Examine a YouTube ad for a new product or service that you have never seen. Evaluate its chances for receiving wide customer acceptance. Does this product require a large amount of personal-selling effort? What types of salespeople (service, manufacturing, wholesale, or retail) are involved in
The transition to the post-COVID world poses several challenges for sale organizations.a. Building trust and value in a virtual environment: The new sales landscape requires salespersons to build trust and value virtually from very early in the sales process.b. Adapting to a post-pandemic world:
There are many information sources on selling careers and career opportunities on the Internet. Two examples include indeed.com and LinkedIn Job Search. Search online for information on selling careers.Use your search engine to find career information on a pharmaceutical representative, a field
Briefly describe the evolution of the personal selling model over the last 50 years.
List some of the ways in which salespeople support the marketing concept.
What trends have prompted firms to make significant investments in personal selling?How have these impacted personal selling, and how has it evolved?
What is transactional selling, and why did it decline in popularity?
Service, retail, manufacturing, and wholesale firms that embrace the marketing concept have adopted or are adopting consultative selling practices. Describe the major features of consultative selling.
Why is strategic planning an important component of a selling strategy? Distinguish between the development of a strategy and the tactics to facilitate the implementation of a selling strategy.
What are the four interdependent strategies that encompass the strategic/consultative selling model?
The primary goal of a relationship strategy is to create rapport, trust, and mutual respect.These principles form the foundation of long-term partnerships. Describe the concept of partnering for today’s customers and salespeople.
In an increasingly competitive world, especially in terms of sales, ethics and ethical conduct by salespeople is of great importance. How would you explain the principles of ethics to newly recruited salespeople?
Value creation is the new selling imperative. Consider the salesperson’s role in value creation and explain how and why we need to bear in mind the needs of all stakeholders(and not just customers) when creating long-term, meaningful, and impactful value.Consider applying the customer value model
Read the blog post “6 Ways Sales Professionals Can Use Partnerships to Advance Their Careers (and Get Promoted),” by Olivia Ramirez, published on the Crossbeam website(www.crossbeam.com). Consider how companies like Crossbeam work to develop partnerships, and explore the opportunities they
Google’s high American Customer Satisfaction Index score has been attributed to its employees’ knowledge of all of its products.38 Identify the key strategies that Google uses to exemplify the strategic/consultative selling model.

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Selling Today Partnering To Create Value 15th Global Edition Gerald Manning, Michael Ahearne - Solutions

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