Assignment: Focusing on the Customer

$$ Assignment

Read Focusing on the Customer. Each conversation contains a concern from the customer followed by a statement from the salesperson. Unfortunately, the salesperson's responses are not optimal because they are salesperson$-$centric rather than customer$-$centric. Your assignment is to reframe each of the salesperson's statements to be more customer$-$centric.

Example:

Customer: "I think that you should lower the price of the painting job a bit."

Salesperson: "I can't decrease my price that much because it will cut into my profit."

Revised customer$-$centric Salesperson's response: "I can't decrease my price that much because keeping my price where it is ensures that I can give you the best quality product."

On the second part of the sheet, choose a product or service that would be sold in a B$2$B setting and that would require a lot of customer interaction after the sale. Then fill in the table. First, write down a list of $4-5$ different ways a salesperson would interact with the customer $($or the customer's company$)$ after the sale. Consider the activities listed in $12\mathrm{.}1$ and $12\mathrm{.}2.$ Second, along with each of the post$-$purchase interactions, write down what the customer would expect in that interaction and identify ways to ensure that the customer is satisfied.

Your grade will be determined according to the Focusing on the Customer Rubric embedded in this assignment dronbox.