What the seller said or presented to promote the benefits

Assignment Help Marketing Management

Reference no: EM133517803

Assignment: Selling Practice Exercise

Below are links to sales role play videos that were captured during The University of Toledo Invitational Sales Competition. These role plays addressed the buyer scenario that you wrote about in a previous exercise.

A. Watch at least 2 of the following sales role play videos. Pick the one that you feel best exemplifies the Conceptual Selling Basics that we have been studying.

B. Complete the attached seller critique form. Be sure to justify why (giving specific examples) you gave the seller the rating you did for each category.

Tips: to maximize your points on this exercise, your critique should include specific examples of what the seller did (said) to exemplify the conceptual selling basics we discussed. For example:

I. Needs Identification:

Specifically state what questions the seller asked and how these served to uncover relevant fact about the buyer situation (Situation Q's), problems, challenges, goals of the buyer (Problem Q's), what happens when these problems occur (Implication Q's), and the benefits of overcoming these challenges (Need Payoff Q's). Equally important here is to comment on how the questioning process (e.g., sequencing, open/closed probes, etc.) could have been improved by asking questions differently.

II. Solution Presentation:

Specifically state what the seller said or presented to promote the benefits of the solution (versus just features). Equally important is to comment on whether the solution presentation could have been improved based on the material we covered (text and lecture).

III. Overcoming Objections:

Specifically state what the seller said/did to effectively address any basic issues that the buyer may have raised. This may have come in the form of buyer objections and/or questions. Equally important is to comment on whether the seller's process could have been improved by following the steps we covered (text and lecture).

IV. Close

Specifically state what the seller said/did to gain commitment to move the sale forward. Equally important is to comment on whether/how the seller could improve in this phase of the sales call.

There is no specific length requirement for your critique. Your evaluation will be based on the comprehensiveness and specificity of your work. The true test would be to ask yourself, "if someone where offering me this feedback, would it help me on my next sales call."

Reference no: EM133517803

Questions Cloud

Think of few major role models in your life : Think of a few major role models in your life and describe how they have affected your development- in general and with regard to motor development.

How do individuals with chronic illnesses : How do individuals with chronic illnesses describe their day-to-day experiences?" and "What strategies do they employ to manage their mental health challenges?

Normal auditory system functions : Someone not well versed in the field of audiology understand how a normal auditory system functions.

Identify example of health communication message : Identify an example of a health communication message that was directed to a vulnerable or underserved group in your community.

What the seller said or presented to promote the benefits : Specifically state what the seller said or presented to promote the benefits of the solution (versus just features).

What do you think are the top three challenges in performing : What do you think are the top three challenges in performing a cloud migration? What do you think are the top three motivators for moving to the cloud?

How group dynamics can impact on successful team management : SITXHRM003 Lead and Manage people - Explain how group dynamics can impact on successful team management and Describe how each of the following recognition

Compare and contrast two scholarly approaches for : Is the media audience passive or active? Compare and contrast two scholarly approaches for understanding media audiences and relate back to a media

How do the selling perspectives and practices in the country : How do the selling perspectives and practices in this country/culture differ from those in the United States (draw from your course readings and lectures).

User Account

All Pages