Please do not copy the answer from the one that was posted here on the site. please provide references ( Professional selling course)

3M founded in 1902 has come a long way since and has generated over US$32 billion in 2019. Among its various product divisions and products/services, one of its divisions focuses on providing products and services (including customized solutions to customers problems) in the fields such as cleaning, sanitizing, food safety, and infection prevention. products and services. With more than 20,000 sales and service experts, this product division employs the industrys largest and best-trained direct sales and service force, which advises and assists customers in meeting a full range of cleaning, sanitation, needs. John Major, the 3M sales representative is continually prospecting for new accounts, servicing existing accounts, and introducing new products and services. He primarily calls on restaurants and hotels to sell and service a wide array of cleaning and sanitizing products such as bathroom air fresheners, bathroom cleaners, dispensers, floor cleaners, glass cleaners, dish machines, detergents, dish racks, and safety equipment.

In his sales demonstrations, John follows certain guidelines and tries to add value in various ways. Sales reps at 3M are trained to use their internally developed sales process and move toward a survey solution they can sell to their customers. The sales reps goal is to determine the decision-making team, uncover the relevant facts, identify the problem/opportunity, and present the implications of the problem such that the customer decides to accept the solution that is presented by the team. The sales process includes a three-minute demo at which John can show the prospect deficiencies in his or her kitchen that he or she might not be aware of. To that end, he possesses a series of measurement tools to test the chemicals and certain concentration ratios. After conducting the whole series of tests and analyzing the results, John goes back to his customer and asks for a few minutes of his or her time to show that same survey on his piece of restaurant equipment ( e.g., a dish machine). Through specific guidelines, John can show the prospect certain machine deficiencies that he or she has with the current provider. John can then demonstrate the features and benefits that his product division can offer to overcome these deficiencies.

As a part of making the sales demonstrations, John tries to interact with the customers to get them involved and to fully capture their demonstration. He even engages customers in the survey process by asking them to execute parts of the tests with him. In addition, he involves his customers by asking questions such as, What do you think this result means? Lets think about this together for a second. Then he leads the customer into developing a good solution for the result they got. In this way, John helps customers paint their picture of the problem. He knows that this kind of customer engagement is much more effective and eye-opening than just telling the customer about the deficiencies.

In some situations, it might be difficult or even impossible for him to demonstrate a product itself. An example could be a dishwasher that is too large and heavy to be taken to the customers or prospects location. If John makes claims about how efficient 3Ms machine is compared to others, it appears that his customers would have to take his word on that. Another way to demonstrate the effectiveness and efficiency of a dishwasher that he is trying to pitch would be to bring the prospect into an existing account that already uses the dishwasher. This would enable him to show how the dishwasher operates while somebody is actually using it.

INSTRUCTIONS

For this role play, assume you are John Major working as a sales representative with 3M. While playing the role of John Major, what would be your response in the following three sales situations?

1. Develop a list of buyer concerns that a sales representative like John Major would typically expect from new prospects. How could different elements of a sales demonstration be used to overcome these concerns?

2. In some situations, it might be difficult or even impossible for John Major to specifically demonstrate a product or service. What other means can you as John Major, can use to demonstrate the features and benefits of any one large product, used in big hotel kitchens or an intangible service offered in the Food & Beverage sections of a big hotel.

3. In one of your follow-up calls, you have found a potentially serious health problem in one of your customers kitchens. List and describe five guidelines you would use in creating your presentation. What demonstrations tools would you use?