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

Select a global company within a sector (e.g., tech, pharma, finance) in which you would like to build your future career. Carry out research on the roles listed below. Identify the qualifications and experience required to hold these roles, the functions of each role, and the specifics of each
This chapter started with an introduction to Ryan Guillory, owner/agent of an independent insurance agency and branch owner of The Woodlands Financial Group (TWFG). While representing about 75 different personal and commercial lines insurance carriers, Guillory focuses specifically on home, auto,
What are the three major relationship challenges prevalent in information-age selling, and how might these challenges be addressed by salespeople?
Outline a personal code of ethics for salespeople.
From a global economy perspective, what are the ethical issues that need to be considered to account for the possibility of conflicting issues and influences?
What are some of the values that encourage a corporate culture of ethical behavior.
What ethical and legal issues must be considered when recording CRM data?
Outline the three possible choices a salesperson has if they discover a values conflict between themselves and their employer.
Although trust is an essential element of every sale, the meaning of trust changes with the type of sale. What are the three main types of sale, and how does the nature of trust change within the realm of each type?
Comment on the influence of character and integrity in ethical decision making. How might these characteristics be exhibited and exemplified by salespeople?
Mattress Firm (www.mattressfirm.com) is one of the largest and most successful specialty bedding companies in the world. It offers sleep solutions, including conventional and specialty mattresses,as well as bedding-related products. The company has grown to become one of the largest and
Prior to visiting San Diego, California, for the interview, you receive a letter from T. J. McKee that explains that you will be reimbursed for all travel and meal expenses. You will stay in a complimentary room at the Park Shores Resort and Convention Center. The letter states that the daily meal
A large hotel and conference center in Orlando, Florida, has invited you to interview for a sales position. All expenses will be paid. You have no interest in moving to Florida, but you would enjoy visiting Orlando and having an opportunity to visit Disney World. What should you do?a. Accept the
On November 18, a customer requests a price quotation for a conference that will be held on March 22. This customer has scheduled two previous conferences at the Park Shores Convention Center. You know that on December 1 the hotel will announce a special conference “package plan” that will
What personal characteristics does a salesperson need in order to develop and enhance a partnering relationship? Why is the concept—and perception—of added value important in nurturing a relationship?
Explain the concept of partnering for salespeople and (prospective) buyers. Why are high-quality relationships important?
According to Larry Wilson, author and founder of Wilson Learning Worldwide, developing and nurturing a long-term, mutually beneficial partnership is the key to a partnering strategy. Describe Wilson’s three keys to a partnering relationship.
What role might secondary decision makers hold within a company, and why should salespeople nurture and develop relationships with these stakeholders?
Describe the processes that enhance a relationship strategy.
How important is a good handshake, and what determines a proper handshake?
What is etiquette? Enumerate some of the rules of etiquette that are important for salespeople to practice.
In what ways could you enhance your relationship strategy with prospective and existing customers by effectively using social media?
Shopify, the e-commerce company, considers it imperative that a partnership approach with clients be followed. Read the post “The Power of Partnerships: How to Do Right by Your Clients and Make Money in the Process” at shopify.com,41 and consider how the company actively develops and nurtures
Describe an ethical firm that you are aware of. What makes it attractive to you, as a customer?
Your voice is an important tool. Prepare a five-minute speech on a topic you are passionate about. Record yourself delivering it. Replay the recording and critique your voice, tonal quality, pace, and overall delivery. Ask a friend or family member to critique it as well.
Non-verbal messages include our tone of voice and our body language. Read the article“Body Language: Beyond Words—How to Read Unspoken Signals” at www.mindtools.com and consider the appropriate positive body language for the following situations:i. For a good first impression ii. For
What is communication style bias? Why is it important to be aware of this concept?
Describe the two individual differences pertinent to communication style principles.
What traits do dominant people possess? Is there a best place for salespeople on the dominance continuum?
Briefly describe the characteristics of an emotive style.
Explain why it is important to identify your communication style and that of your customer.
Explain why communication style bias might erode partnering relationships. Why is versatility essential?
What is excess zone with regard to communications style? Why might people drift into this zone?
How might a salesperson build a relationship with reflective customers?
Tempting though it might be, why it is important not to label someone too hastily?
In terms of leadership strategy and communication styles, compare and contrast the communication and behavior styles of Jeff Bezos and Elon Musk. Identify the similarities and the differences in their styles. How have they reached their levels of success in their roles?
Consider the following business leaders. What type of communication style might you adapt or flex to when interacting with each of them?a. Sheryl Sandberg (LeanIn.org)b. Reed Hastings (Netflix)c. Richard Branson (Virgin)d. Huateng “Pony” Ma (Tencent Inc)e. Jack Ma (Alibaba Group)f. Jan Koum
The Platinum Rule developed by Dr. Tony Alessandra implies that we treat others as they would wish to be treated, and it is at the heart of the style-flexing strategy. Research the Platinum Rule online and consider how you might adapt your communications style for each of the following:1. Emotive
The CEO of a social media organization is a visionary yet also obsessive about details of day-to-day operational issues. This CEO is frank and serious, dislikes timewasters, and likes to maintain control over all aspects of meetings. They are extremely focused on achieving goals.a. What is the
Ray Perkins has been employed at Grant Real Estate for almost two years. Prior to receiving his real estate license, he was a property manager with a large real estate agency in another community.During his first year with Grant, he was assigned to the residential property division and sold
Explain why selling a solution, as opposed to selling a product, adds value for both the seller and the buyer.
Does the buyer or the seller prepare a written proposal, and what are the rules for effective letter writing?
Being a product and industry expert implies that the salesperson has knowledge of the most common product information categories. List the categories of product and industry knowledge a salesperson needs in order to become an expert.
List some of the major sources of product, competitor, and industry information.
In what way are customers a source of information about a product, its competitive products, and the industry?
Distinguish between features and benefits. Explain how to add value with a feature–benefit strategy.
Explain why some sales training programs suggest that salespeople incorporate advantage statements into the sales presentation and why care needs to be taken with this strategy.
What are bridge statements? Describe how salespeople use worksheets to identify and develop features, benefits, and bridge statements.
Describe how a salesperson can avoid information overload and explain why this is important.
Look up some companies and brands that use product configurator tools from a B2B perspective and a B2C perspective. Note the inherent advantages of using various types of technology as part of the process to sellers and buyers.
You have done research and planned for a very special holiday with your family or friends, and now you need to sell the idea to them. Draw up a worksheet that highlights the features and benefits of your chosen destination—including core product offerings, services, activities, and other
Select a multinational company you would like to work for. Research its mission statement and organizational culture. Identify the values and practices that make it a great place to work. Why do great places to work ultimately benefit the customer?
Autodesk is an American multinational software corporation that makes software products and services for architecture, engineering, construction, and other industries.Today, Bolaji Ayodele, a senior business development representative for Autodesk, is meeting with the construction manager for the
What role do salespeople play in positioning a product for competitive advantage?
What is implied by the term “good positioning”? How can the salesperson augment an effective positioning strategy?
One of the basic tenets of sales and marketing is the principle of product differentiation.How do companies achieve product differentiation? What is the salesperson’s role in product differentiation?
Describe the three-dimensional (3-D) product solutions selling model. What are the three features that need to be considered? Give some examples of questions related to each feature.
List the selling strategies used for new and emerging products. Identify the role of the salesperson in supporting these strategies.
Read the Selling in Action feature titled “Pricing Professional Fees—Creating a Value Proposition.” What should a professional person consider when determining appropriate fees for their service and ensuring they are creating a value proposition?
Pricing affects the positioning of a product offering. Explain the process of determining the pricing strategy.
Describe the transactional-selling tactics that emphasize low price, and give some examples.
What factors should be considered prior to using low-price tactics?
Explain the value-added product-selling model. List some of the ways salespeople can add value to their product with one or more intangibles.
Comment on the importance of value creation product strategies for transactional, consultative, and strategic alliance buyers.
Select three leading companies in your region: a small, a medium, and a large company.Research their product/service offerings and determine the following:i. In your opinion, what is the positioning strategy for their leading brand/product/service offering?ii. What are their competitive advantages,
Consider the following rival companies. Why are they all market leaders? Compare their positioning, pricing, and value-added strategies.i. Apple and Samsung ii. PlayStation and Xbox iii. Nike and Adidas iv. BMW and Toyota v. Netflix and Amazon Prime
Price comparison websites serve as a prime source of information for customers and companies alike. Consider how price comparison websites help buyers and sellers, and draw up a list of comparison websites and/or apps and the information they contain for the following sectors:i. Shopping ii. Energy
Describe the challenges around the development of a customer strategy.
What is the main difference between consumer buyer behavior and business buyer behavior?What is a buying center?
List some characteristics of organizational buyers or buying centers.
List and describe the three main types of consumer buying situations.
In the consumer buying decision process, one stage involves an evaluation of solutions.Describe the characteristics of this stage, and comment on the salesperson’s role in assisting the consumer with this part of the process.
Outline and briefly describe the types of buyers in the three main buying processes.
Successful consultative salespeople focus a great deal of attention on needs awareness, which is the first step on the buying process model. What is the role of salespeople at this stage of the process?
What are reference groups and what is their role in influencing the buying process?
What are the two main types of buying motives? Explain the role the salesperson plays in recognizing these motives.
You are a salesperson for an Italian coffee machine maker. You have recently become aware that a fast-food franchise has become interested in upgrading its coffee offerings to consumers. This is your opportunity to develop a partnership with this franchise and gain significant orders for your
You are a Generation Y customer who is receptive to high-tech communications technology and to having access to, and responding to, significant amounts of information. You are passing on the old family car to your younger sibling and have saved enough to buy a brand-new one. Describe the buying
Ashley Pineda, featured at the beginning of this chapter, is a new home sales representative for the PulteGroup (see website at www.pultegroupinc.com). The company engages in homebuilding and financial services businesses. Its homebuilding business includes the acquisition and development of land
What does prospecting mean, and what is its goal? What type of software might be helpful with this process? Explain its function.
Explain the term referrals, and outline the three different types.
Describe the efficacy of various types of digital or technological tools that could be used for prospecting.
Top-performing salespeople recognize that networking can take place using four different approaches. Describe each approach, providing examples within each setting.
In complex buying decision processes, what sales function is the qualifying process linked to?
List the types of sales data you would expect to find in a sales force automation (SFA)system or customer relationship management (CRM) system. Why is it useful?
Describe a typical portfolio model and its function.
List and describe each of the steps in the sales process model.
Describe a balanced funnel, how it works, and why it is necessary.
You have recently been appointed the sales manager for a particular region, and the main remit of your role is key account development to gain new prospects, improve the effectiveness of existing prospects, and reduce attrition levels. Consider the strategies and systems you might implement to
You have established an SME that develops kefir and probiotic yogurt products. You and your fellow directors wish to identify key prospects and develop a key account management system. Select appropriate social media platforms, and discuss how they and their content offer an opportunity for finding
Consider the importance of developing and utilizing networking skills for the progression of your career and professional development plan. What is networking, and how would you use some of the strategies outlined in your textbook?
Web Summit is a company in Dublin, Ireland, that holds events across the world, including Web Summit in Lisbon, Web Summit Rio, Collision in Toronto, and RISE in Hong Kong. Since 2009, Web Summit has grown to become one of the world’s most prominent conferences. Web Summit offers opportunities in
Use the Internet to search for and watch demos of the CRM software listed below.Identify their main products and resources for helping companies manage their relationships and grow their businesses.1. Salesforce 2. HubSpot 3. Zoho CRM 4. Microsoft Dynamics
Casey Arnold has hired you as a regional account manager to sell for NewNet beginning December 1. Casey has given you the customer files of Lee Bizon, the former account manager who has just been promoted to another NewNet territory. Lee projected the possibility of over$1.8 million in sales for
Describe the three main elements that comprise an effective presentation strategy. What principles should one consider adopting when developing a personal selling philosophy based on the strategic/consultative–selling model?
There are two parts to the presentation process—preapproach and approach. Distinguish between the two parts, and describe what occurs during each phase.
In today’s ever-changing business environment, team selling has been identified as an effective sales strategy. Explain why a team sales presentation will require a more detailed precall plan than an individual sales call. How might the team sales presentation be more streamlined?
Part of the preapproach planning phase entails a review of how the relationship, product, customer, and presentation strategies can enhance the sales presentation. Explain these strategies and why the sales presentation may need to be reviewed to embrace adaptive selling.
Planning and developing a “customized” presale presentation plan takes a great deal of time and energy. Why is planning so important? Describe the three main activities (in sequence) in the process of planning the sales presentation.
Without an effective and impactful sales approach, there is little opportunity for a sale.What does the “approach” mean, and what are the various methods of communication?

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

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