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Partnership Selling a not: runsluuurm ran ssums romv I 25' PARTS IIFW mm] Developing a Relationship Strategy for Selling PARK INN INIEINAIIDNAI\" HM I'LU'r'i'vl l-'.l\\"l' l'vl l-'..'|.-'[ ()Ih'i Nl'lll M 2 To: New Convention Centre Account Emecuves From: TJ. McKee, Sales Mmger Re: Your New Sales Assignment Congratulations on successfully completing your training program and receiving your new appointment. You will nd three challenges as who partner with your accounts. Yourmt roong: at?! he stemming Wilts with jumr customers. This will require that you do strategic planning before you can call on your client For the rst time Mlake sure your initial meetings focus on subjects of interest to your customer. Yourmmdmbrtbamgc whmgamswhrmdwmwmugqf'ymrmim.ou should prepare to as]: good questions, take detailed and acmrate notes, and conrm your customer's and your own understanding of their need. This process is a part of our total quality management program, which strives to provide total quality customer service. Your :5me users must moweibc tomhgoodprmnm Our industry, as most others these days, is competitive and is characterised by many look-alike products and some price cutting. Always organize mid deliver WW that focus on (1) providing solutions to immediate: and longterm cus- totner needs, {I} negotiating double-win solutions to customer concerns, and {3] closing sales that keep our facility Full. This approach will give you a competitive edge and help you maintain high-quality, long-term protable relationships. E'ectively meeting these challenges will also require that you have a program drag-improvement. This will enhance your career as an amount executive. Attached you will nd a memorandum on an account I would like you to develop. Please Follow the instructions included and provide me with appropriate feedback on your progress] look Forward to work- ing with you on this account. P. S. I wam to compliment you on your excellent work on the B. H. Rivera account. E H. called while you were attending a training meeting and said that your proposal and letter lcolted very good. Their organ- ization was impressed with our facility, the apparent quality of our food, and your letter. Their organiza- tion will be scheduling a total of If we mmgr at our mnvention centre during the next 12 months if cmthingmksmewayyoudesu'ibeitEachofthesesaleswillberecctedinyourm'm'mrqna. Great work. PARKINN INTERNATIONAL\" .'i.-"il.l-'..'-i M iiMUIir'iNlllJ M ir'i To: Amodation Account Sales Finns: T. J. McKee, Sales Manager Re: Developing the Erie Adkins. \"VGA lid-coolest {Call I. Establishing a Relatiomhip Staten} My l assistant has called Erin Adkins, chairperson of the YWCA Physical Fitness Week PI'DEHJII [see following contract report}, and set up an appointment For you on Mmday at 1:00 pm. in Erin's ofce. Duringytmrrstsalescallwith Erin,ytmreaiiahhimwill heto 1. Establish a strong relationship 2. Share an appealing benet of our property to create customer interest 3. Find out if your customer is planning any moons in the future As we dismssed during your training dass. using Erin Adldns's prospect information presented later and the Sales tools in your product strategy materials. your presumes-u phi should he to {see Chapters 3 and 10) I. Use compliments, comments on observau'tms, or a search For mutual acquaintances to determine which topics Erin wants to tail: about {Erin will onlyr want to talk about three of these topics]. This should set the stage for a good relationship. 2. Take notes on the topics ofinmrestto Erin so we can add them uoour mstomer inliormation data bank For uture calls. (Erin will share diree neit-r items oFinformation on each topic ofinwr- est, ifyoru acimowledge interest.) 3. Show and describe an appealing and unique benet of our facility so we will he considered for Erin's Future convention needs. ((hnsider using the Ard1itect's Award.) 4.. Discuss any conventions Erin may be planning. 5. Schedule a callback appointment. Heme: WCA Address: id Dud'an Meme Contact Erin Aliens 7 Fl'tene: 555-5l5-3?4Cl Title: Useirpersen, Physical Fitness Pregam City: Mmle Hill "'C CONTACT Freshest: Onla'ie SCREEN Desi: Erin Festhechr.' KEN\" ---L----T-----T-+-T---T---T-----T----T-+-T---"Tm-i-----T---T---T-----T---i-----R iMd'Ceel Toni Bush, he Allieiic Dieda' at West Celege, supplied the Following inhrn'Ie'Iien than En'n Adkins: 1. Toni and Erin heme e dose relationship. 1'. NOTES 2. Erin inst designed and huille nae! heme. wINDow 3. Eineppeminloed Wedseriifmg aluminium TeIirepeItsieiinEI-in'seieeyeu wilehmetl'elellewing : 4. An mhgrephecl em or the Warm Edi: heshethcll team 5. A Edwim Air-chars: Fitness Cycle \fsz| PARKINN IH'I'EINA'I'IDNAI' 5311.15.34 M 1-. M U lb". N 1'} L' .'rl I It To: Cmpoute Amnt Sales From: T. J. McKee. Sales Manager Re: Developing the Leigh Combs, Epic Design Systems mm {Call 1, Establmbing a Relationship Sta-acegy} My sales assistant has called Epic Design Systems (see following contact report) and set up an appointment for you on Monday at hill] pm. in Leigh's ofce. During your rst Sales (all with Leigh, your mil nighttime: will be m 1. Establish a strong relationship 2. Share an appealing benet of our pmperty to create ctuttmner interest 3. Find out if your cmtomer is planning any conventions in the future Aswe diseased duringyour training clans, using Mghmnbs's prospect information presented laterand tbesalestoolsmymuprodummamgymatmialayourpnnmpbnshmddbemeeChapmrslandlj 1. Use compliments, comments on observations, or a seamh nr mutual acquaintances to deter mine tt'hid-t topics Leigh wants to tall: about (Leigh will only want to tall: about three of these topits}. This shotdd set the stage for a good relationship. 2. Take nous on the topics of interest to Leigh so \"K\": can add them to our customer brm-mation data bank for future tails. (Leigh will share three new items of innmation on each topic of interest, if you acknowledge interest.) 3. Show and describe an appealing and unique benet of our teility so we will be considered for Leigh's future convention needs. (Consider using the Executive Chef's Award.) 4. Discuss any conventions Leigh may be planning. 5. Schedule a callback appointment. Nome: Epic Design Systems Address: 2142 Dominion Palmer ICortisol: Leidt Genius : Stile 200 Phone: Ale-5.551000 it: CC: : Title: {Item Service Monger City: West Hirsute-av '1 CONTACT Sec: Rhimnon Province: Cit-thin SCREEN Dear: leid'l Feshl Coder: K313i 9E2 ---L----T-----TT---T--I-----T---TT-----T--l-----T--TT-----T-T-----R Wee] Linn Compimo, lite {raining Manger at Acme Supply Gmwny, pre- ricled the Him-ring inhermctim about leidt Cunbs: Lleidthosbeenonuocotion. '1 NOTES 2. leid'r is linn Compimo's oeusin. WINDOW IJ'nn leper-ls that in heidt's oHice you wil obsente the Hint-ring: 3. A large picture oFNopcle-sn Bencparte Acemeohofmmbwsltipinte5wndionbhdmm95dely 5. An each-large bedstose cmtoining many business books {continued} \fl'ltl-LHAIL', PLAN WU]? KSlll-ll-L'I' SALES CALL 1 ESTABLISH IHG A RELATIONSHIP Name: Tm: appointment for 1mm- rst call is scheduled For {1] at [2} 'l].m+ Your appointmmt was set up l3}r [3} . On entering your prospect's ofce, you will need to {4) yourself, {5) hands, and explain your {15) objectives. Your next step 1will be to make a [7") , {3) ,ordoasearchformumal acquaintanoesorinmrests.Whmyourcustomeropens up and shares new-I-r information, you are instructed to [9} and take} .Ifytmaresuccessllingeuingymrcmtomertotallcabootmingsinwhidl {s]he is interested, you should motive (11] new pieces oF relationship information. At 1he appropriate time during your call you will ctmvert attention from the {IE} to show- ingail) devioeandpresentinga'l} ,minmrestyourcus- tomer in who: oonvmtim centre In ootnpleling your call {15} you are mked to {115} if your customer has an}.r planned Future {17"} . If you have not reoeivecl a total ofll) new pieoes oF relationship information, you should go back and talk about things of interest to 1.1er customer. The {19} screen on the oontact report provides Facmal information about your prospect while the {2'0} ctmtsins infra-[nation that reects your customer's interests. Erin Adldns is active indlel) +Erin also knows {22) of West College. Leigh Combs is a (2 3) manager and has just returned [24} two important items 1935) in both Erin's and Leigh's ofoe. Partnership Selling a not: putrsluuutm eon ssume radar I 35 ASHE-255M liN'l' FORM l RELATIONSHIP STRATEGY Salespersonk Name- Dane: testament Item Excellent herage Poor [lid Hut Do 1. Conducted good verbal ino-oduerions ll] 9 8 TI" 6 (I {shared full name, ride, and company name) 2. Made good nonverbal inooduerjon {good ll] l} 8 'I 6 entranee, mn-iage. handshake, and sealing posture) 3. Communicated call ebjeeves ll] 9 8 'F 6 (I {shared whyr salesperson m calling) 4. \\ohbaliaed effective comments and In 9 8 'I 6 complimerns (sincerely.r made comments and eomplimerrm on ve relationship moire} 5. Keptecnvereationl'omsedcneusoorner ll] l} 8 'I 6 0 topics (aehmwledged new innnnao'on provided b}! meter] 6. Tee]: ewtive, non-distraerive noises ll] 9 8 1" 6 l] {was organicedand prepared to take news) I". Attramjvely showed material on convention ll] 9 8 'I 6 0 metre (was well prepared with a proof device) 8. Made eectire benet amount-m (made a ll] 6' 5 '1" 6 benet summer-rt that appealed to eusmmer} 9. Elerivdy inquired about contention needs In 9 8 1" 6 i] {asked good questions about lmre needs) ll]. lileeriwl}r thanked customer In 9 8 'I 6 {mmmunimtel appreciau'on, said dunk you. indieaced interest in prospect's Future business} Relationship Presentation: Total Points Your Name: Rmiawmmmmfm \"rawhide-email\