What kind of personal selling approach does michael use

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Reference no: EM133202896 , Length: 1 page.

Assignment: Personal Selling

After watching the video ICX - Personal Selling: Helping People Solve Problems.

Answer each of the questions below:

I. What kind of personal selling approach does Michael use? Explain why.

II. What classification or type of sales job does Michael have? Explain why.

III. Name three qualifications or skills that Michael strongly displayed. Give examples of how he displayed each one.

IV. Describe three trust builders that Michael displayed. For each, give an example of what he did.

V. Describe three knowledge bases that Michael used to help build trust. For each, give an example of what he did.

VI. Describe ICX's Needs Gap. What's the actual state? Desired state?

VII. Describe the type(s) of buyer needs that ICX had: functional, situational, social, psychological, and knowledge.

VIII. What steps of the organizational (business) buying decision process were actually observed in the video?

Step

What Did You Observe?

i. Recognition of Problem

 

ii. Determination of Characteristics

 

iii. Description of Characteristics

 

iv. Search/Qualify Potential Sources

 

v. Acquisition & Analysis

 

vi. Evaluation of Proposals

 

vii. Selection

 

viii. Performance & Feedback

 

IX. What type of purchasing decision is illustrated (Chapter 3, pages 67-69)? Explain your answer.

X. What are the different roles of the buying team (users, initiators, influencers, gatekeepers, deciders, purchasers)? Then what are their primary communication/social styles?

Role

Role/Responsibilities

Primary Social Style

Michael

Salesperson - No need to complete this section

 

Margo (CEO)

 

 

Bill (Sales VP)

 

 

Jennifer (CFO)



Howard (Project Head)



Reference no: EM133202896

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