nstructions: Please answer the following questions offering as full an explanation

as you think necessary to show your comprehension of the concepts within the

questions. Keep in mind that your answers should reflect the sales skills and

knowledge that you have acquired in this course.

The total is a potential for $50$ marks which does represent $25\%$ of your total

grade. Except question $10,$ each question is worth $5$ marks with $2$ of the $5$ marks

being awarded for answers showing high levels of insight and critical thinking

Your answers need to list the number of the question by your answer. Please

submit to the course dropbox by the end of Week $13.$

$1/$ What did the first company$$s sales rep do correctly?

$2/$ What did the first company$$s sales rep not do correctly considering all my

interactions with him including the Sales Process?

$3/$ What could the rep from the first company learn from the second company I

did contract with that would enhance his chances of receiving future orders?

$4/$ What did the gentleman who came to my house, from the $2$nd company do well

to win me over? What advantages did he offer and present to me$?$

$5/$ The older gentleman from the second company was lacking in one area of his

sales process and presentation. What was he not communicating well and what

did he need to add to improve his presentation? Clue: Consider Features,

Advantages and Benefits.

$6/$ The Son $($the second company$)$ whom I talked prices did exhibit significant sales

skills as we went through the presentation phase of the conversation. Explain

what these skills were and how they would help him secure the order.

$7/$ The Son helped reassure me about my decision. What was he likely preventing

in my thinking as I agreed to contract his company to do the job? Why did he do

this? $($Clue: there are details related to this process in my lecture notes$)$

$8/$ Describe how the role the Rule of Reciprocity played in this Case Study.

$9/$ Based on the four negotiating styles discussed in my lecture notes, which

negotiating style did I use? Explain why I used this style.

$10/$ List and briefly describe $5$ features, advantages, and or benefits the Father

and Son who won the order provided to me$.$ When you list out each of the FABs

be sure to state which of the three headings each one is$.$ For example:

The extended warranty: It is a Feature as well as providing an Advantage and a

Benefit.

Father stopped by after the job was completed to inspect the work: This is an advantage