After conducting research for Packback Assignment #1 on selling in the Digital Age, hopefully you have a better understanding, awareness and perspective of the consultative selling process. You will use this knowledge to create a Packback Discussion that will help you prepare to have an effective SPIN Sales Role Play. Some things to consider are your own experiences as a consumer/buyer that can provide you from the insights about the importance of: researching a prospect, building creditability and trust with a good first impression, and asking thoughtful questions and listening. Some things to think about from your personal experience: - What were your first impressions of a salesperson you encountered that was positiveegative and how did it impact you on the buyer process? - How effectively were they at assessing your needs? - What were some of the most effective questions you got? Why? - What are the key takeaways you learned as a buyer? - What are the key takeaways you learned as a seller? For this assignment, you will need to ask good researched based questions on the importance of the following in a sales call: - First impressions and building a relationship and creditability - The importance of doing research to create good questions - How to effectively ask good thoughtful situation and problem questions - Importance of listening and relating to really understand a customer and their situation PackBack assignment: 1. Ask 2 questions a. Post 2 thoughtful and research-based questions you would ask that in order to build creditability and a relationship with a prospect or customer. 2. Answer 4 questions a. Review class question posts and provide thoughtful responses to research questions that add value to the discussion. MARK 3337 Buyer Profile - J\&J Ethicon Surgical Technologies Note: This profibe is shared with a MARK 3337 sfudents priar to the rolo-play. The campany and representatives depicfed are fictional and creatod solely for use in the clase. You will be an Account Manager for Johnson \& Johnsce in their Eihicon Surgical Technologios Division. In your role as Account Monager, you are responsible for solling Surgical Technologes Products to the healthcare industry and calling on surgoons: In this case, you will be working spec ificaly with the Operating Room Director and Head Surgeon at the jordan Orthopedic Group, an Orthopedie Surgeon Practice that focuses on repairing hip and knee surgerses. Your objective is to d scuss the Wound Closure Topical Skin Adhesive - Dermabond Prineo Skin Closure Symitem. You hime been working for J8J Ethicon for 2 years and you have a big account opportunity in front of you. About J\&J Ethicon Surgical Technologies Products: Click Here for J8J Ethicon The Prospect: The Objective: After conducting research for Packback Assignment #1 on selling in the Digital Age, hopefully you have a better understanding, awareness and perspective of the consultative selling process. You will use this knowledge to create a Packback Discussion that will help you prepare to have an effective SPIN Sales Role Play. Some things to consider are your own experiences as a consumer/buyer that can provide you from the insights about the importance of: researching a prospect, building creditability and trust with a good first impression, and asking thoughtful questions and listening. Some things to think about from your personal experience: - What were your first impressions of a salesperson you encountered that was positiveegative and how did it impact you on the buyer process? - How effectively were they at assessing your needs? - What were some of the most effective questions you got? Why? - What are the key takeaways you learned as a buyer? - What are the key takeaways you learned as a seller? For this assignment, you will need to ask good researched based questions on the importance of the following in a sales call: - First impressions and building a relationship and creditability - The importance of doing research to create good questions - How to effectively ask good thoughtful situation and problem questions - Importance of listening and relating to really understand a customer and their situation PackBack assignment: 1. Ask 2 questions a. Post 2 thoughtful and research-based questions you would ask that in order to build creditability and a relationship with a prospect or customer. 2. Answer 4 questions a. Review class question posts and provide thoughtful responses to research questions that add value to the discussion. MARK 3337 Buyer Profile - J\&J Ethicon Surgical Technologies Note: This profibe is shared with a MARK 3337 sfudents priar to the rolo-play. The campany and representatives depicfed are fictional and creatod solely for use in the clase. You will be an Account Manager for Johnson \& Johnsce in their Eihicon Surgical Technologios Division. In your role as Account Monager, you are responsible for solling Surgical Technologes Products to the healthcare industry and calling on surgoons: In this case, you will be working spec ificaly with the Operating Room Director and Head Surgeon at the jordan Orthopedic Group, an Orthopedie Surgeon Practice that focuses on repairing hip and knee surgerses. Your objective is to d scuss the Wound Closure Topical Skin Adhesive - Dermabond Prineo Skin Closure Symitem. You hime been working for J8J Ethicon for 2 years and you have a big account opportunity in front of you. About J\&J Ethicon Surgical Technologies Products: Click Here for J8J Ethicon The Prospect: The Objective