Reference no: EM132904159

Discuss the following points:

1. Many companies in the United States require that sales representatives spend most of their time on the street visiting prospects and clients face-to-face rather than through other means of communication such as email, telephone, video conference etc. What do you think? What can be the risks and benefits of communicating with a prospect or customer face-to-face or through technology?

2. Imagine that you are a seller of computerized embroidery machines, your "Hialeah textile" prospect is a small textile that does not use this type of machine yet, but is highly interested in the product you have. The purchasing manager of "Textil Hialeah" is an expert in finance, but he does not know the technical area and textile production. Considering that the purchase of a fabric embroidery machine requires a significant investment on the part of Textil Hialeah, how would you organize your sales interview, would you go alone, or would you form a team? Justify your answer

3.During this class, a couple of times, we have heard people say "the seller is born, not made". What do you think today, after having participated in class and based on your personal experience? What does a salesperson need to be successful?