Demonstrate understanding and application of relevant sales

Reference no: EM132273916 , Length: word count:1500

Assignment - The Shopping Trip "Personal Selling" Field Research

Purpose - Demonstrate understanding and application of relevant sales concepts, principles, and terminology that you have learned in this course.

Instructions

1. Read the Deliverables section (below) to understand what you need to observe.

2. Read ahead in the text in order to have the theoretical background to address the last few bullet points.

3. Decide on one particular product or service which you are realistically shopping for, or which you perhaps plan to sell or provide in your future employment or business. The service or product you have in mind must require personal consultative selling and should not involve a transaction of a minor value. Acceptable products or services may include:

• financial products
• a motor vehicle
• something needed for your home-based business (a photocopier or office furnishings)
• a significant vacation package, home renovation, or interior decorating services
• a large furniture or equipment purchase, wedding photography
• services such as accounting, legal, optional medical, daycare or domestic services)

If in doubt, consult the instructor.

4. Rehearse what you will ask and tell the salesperson. Remember, you must cover all the points to get full marks.

5. Go on a "mystery shopper" shopping trip to explore acquiring the product or service you have decided to base your assignment on. Prompt the salesperson if necessary (for example, give the salesperson an ethical dilemma to see how he or she deals with it).

6. Consult with three different sales consultants from different firms, businesses, or organizations who sell that particular product or service through personal selling. Chose two of the three sales consultants as the subjects for the report portion of this assignment.

7. Analyze your shopping trip experiences.

8. Write a report in which you analyze, compare, and contrast the two most divergent sales situations or approaches.

Deliverables Your report should be more than merely descriptive of your shopping experiences- it must be analytical and evaluative of the sales consultants and the personal selling process demonstrated (or not demonstrated) by them.

Address the following:
• The product or service for which you were shopping and the businesses or sales outlets you selected
• The approach by the consultant, and transition to business (Chapter 10)
• Demonstration, if any, of a personal selling philosophy (Chapter 1)
• Handling of any ethical issues (Chapter 5)
• The relationship-building skills and attitudes of the sales consultant (chapters 3 4)
• Questioning techniques and assessing your needs (Chapter 11)
• The sales presentation (chapters 11, 12)
• Product knowledge (all dimensions of product knowledge as defined in this course)
• Value added, cluster of satisfactions (Chapter 7)
• Strategies to overcome concerns or buyer resistance (Chapter 13)
• Any closing attempts (you are not required to actually purchase the product or service for the purposes of this assignment!) (Chapter 14)
• Any other aspect of personal selling that was revealed during your research
• And answer the following: From whom would you purchase the product or service, and why?

Your report should be 5 - 7 pages.

Use headings to ensure you cover each point.

Reference no: EM132273916

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len2273916

4/3/2019 4:20:55 AM

Purpose Demonstrate understanding and application of relevant sales concepts, principles, and terminology that you have learned in this course. Description As a potential customer in the marketplace, you will be observing techniques used by real salespeople as they interact with you, and then analyzing and reporting on your findings. Marking 15% of final grade Marks are awarded for each bulleted point listed above. Failure to discuss any element will result in a zero for that section. Submitting Use the Assignment tool to upload your report. Follow the file- naming conventions for the course.

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