Which scenario would you prefer to be the customer

Assignment Help Marketing Management
Reference no: EM133247803

There are two distinct ways in which salespeople sell products and services. In the first method, the salesperson talks 'at' the customer. They tell the customer all about the company and the products they think the customer should buy. In the second method, the salesperson asks the customer questions and then matches products to the customer's needs.

Read off the following script aloud with your partner.

SCENARIO 1

Salesperson: Hello sir/madam, how are you today? Thank you for stopping by the bank today. The Canada Bank is the largest, most profitable bank in Canada. We have branches all over Winnipeg and around the world. It is a great company to work for. You will be happy you made the choice to open an account with us today.

Customer: Well I .....

Salesperson: (Cutting them off) We have an excellent choice of accounts and the best one I am offering you today has very low checking fees and no minimum fee balance. I know customers are very concerned with banking fees these days.

Customer: Well I.....

Salesperson: (Cutting them off) If you are concerned about the banking fees, I do have an account that has a minimum account balance requirement. With this minimum account balance you avoid the transactions fees. Let's write up the application form for that account shall we?

SCENARIO 2

Now switch roles and read off the following script aloud with your partner.

Salesperson: Hello. How are you today?

Customer: I am doing fine. The weather is a bit cold though. I am actually hoping to get away for a winter holiday.

Salesperson: Excellent, where are you going?

Customer : Down to the states. We go there often.

Salesperson: Where do you like to go?

Customer: We go down to Phoenix for a couple of weeks.

Salesperson: What is the best thing about being in Phoenix?

Customer: Just being there with the family and enjoying the warm weather.

Salesperson: Sounds like a lot of fun. How can I help you today?

Customer: I need to open an account.

Salesperson: We have a variety of accounts that meet the needs of different types of customers. What types of activities will you need this account for?

Customer: I would use it for cash purchases like groceries, coffee and gas. Probably 5 to 10 purchases per day.

Salesperson: Why do you want to use a bank account for these purchases instead of a credit card?

Customer: I have run into some credit issues in the past so I prefer to use cash.

Salesperson: If you are short of cash from time to time, overdraft protection may be important to you. Have you had overdraft protection in the past?

Customer: No. Does it cost a lot extra?

Salesperson: How overdraft protection works is that when you run out of money, you can dip into the overdraft. The interest rate on the overdraft protection is Prime plus one. When your paycheck comes in, we can automatically set up repayment to minimize the interest charges. Does this sound like the type of account you require?

Customer: Yes it does.

Salesperson: Excellent. Now you also mentioned that you go to the USA a lot. We also offer a US Dollar Chequing Account. This account could save you a lot of money, because you can buy US dollars when the rate is high and put them into your account ........

Please fill in the following questions with your partner and post individually to the Dropbox folder in the Week 1 tab.

Question 1. In which scenario do you feel the salesperson is most successful? Why?

Question 2. In which scenario would you prefer to be the customer? Why?

Question 3. Have you recently had an experience like the first scenario? How did it go?

Question 4. Have you had an experience like the one demonstrated in the second scenario? How did it go?

Reference no: EM133247803

Questions Cloud

How will filipino marketers innovate for the filipino : MKT 111 Ateneo de Manila University Anchoring the discussion on an understanding of at least one microenvironment (choose: Competitors, Publics, Customers)
Discuss a personal example of the power of language : How does the emphasis on language relate to the use of social media, particularly the concept of anonymity and cyberbullying
Define marketing and discuss how it is more : MKT 500 International American University Define marketing and discuss how it is more than just "telling and selling." Answer the claim that marketing "makes
Online marketplace platforms to sell your products : What kind of product would you produce/purchase wholesale? How would you use online marketplace platforms to sell your products?
Which scenario would you prefer to be the customer : Have you recently had an experience like the first scenario and Have you had an experience like the one demonstrated in the second scenario
How work is different from predictive analytics : Demonstrate Diagnostic Analytics, explain your logic, and identify how your work is different from Predictive Analytics.
What word comes to mind when you think of nike : Discuss what word comes to mind when you think of Nike ? Consider Nike brand and the emotion that one of their recent ads evoked in you and share video link.
Draft memo that is asking for input from various stakeholder : Draft a memo that is asking for input from various stakeholders at different levels within a school organization
Explain your understanding of retail : the development of retail towards online retail. what do you think about online retail and conventional retail? explain and give examples

Reviews

Write a Review

Marketing Management Questions & Answers

  Integrated marketing communication

Developing an IMC plan of Amazon that aims to create awareness and knowledge amongst Singaporean  consumers of the ethics involved in buying clothing made from Bangladeshi factories  .

  Multiple choice questions on e-commerce

The assignment in Computer Science or Information Technology is about multiple choice questions, particularly in e-commerce. Questions such as types of e-commerce websites, commercial websites, disintermediation, Platform for Piracy, the data that ca..

  Balanced scorecard for red lobster

The assignment in marketing is about Red Lobster, which is one US and Canada's most loved seafood restaurant. It has hundreds of outlets in US and Canada and it now wants to expand further. The approach adopted by Red Lobster has been discussed in fu..

  Marketing plan - marketing audit, swot and smart report

The assignment in marketing is about preparing a marketing plan. As part of marketing plan, the SWOT analysis, assessing the competitive position, identifying critical competitive issues, marketing objectives, strategy and actions have been suggested..

  Marketing plan

Marketing deals with preparing a marketing plan for either an existing product or a new product. Various aspects about launching a new product into the market are discussed ranging from the industry the product belongs to, goals and vision of the com..

  Yamato corporation analysis - harvard case study

Please refer to the PDF for the Case Study and questions.The case study from Harvard Business School is about Yamato Corporation, a parcel delivery company which provides door to door delivery in Japan.

  Marketing plan - create a new product

The assignment in marketing is about competitive analysis for a new product namely "heated insoles". These heated insoles can be put in shoes and they can protect the wearer's feet by keeping them warm during cold winters.

  Report on digital marketing strategy for a website

Promotion strategies of  the one's own developed website

  Integrated marketing campaign of mccafe

Integrated marketing campaign for McDonald's McCafe. McCafe has been launched in Canada. This is a case study which involves the use of digital marketing and social media marketing apart from regular marketing such as TV and radio. All these more are..

  New product development at adidas

In this paper, the researcher also determines the different kind of practices used by Adidas to manufacture shoes for its customers.

  Managing services in competitive environment

Services can be defined as separately identifiable, intangible activities which provide want-satisfaction when marketed to household consumers and/or industrial users.

  Prepare a marketing plan

A marketing plan is an essential tool for any marketer, providing direction for a brand, product or organization. A marketing plan describes the marketing environment, marketing objectives and marketing strategies.

Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd