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Marketing Hospice

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Submitted By damicoe
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Begin by analyzing the sales approach of the organization that sells the product or service you have chosen. Describe the role of the sales professional and present your own personal selling philosophy.
• Describe the personal selling role *comp 1 1 of 3 for this product (consultative, strategic, or partnership). What are the expectations of the personal selling role within the company?
• There are three primary differentiators that mark a Consultative Salesperson:
• - They ask more questions.
• - They provide customized vs. vs. generic solutions.
• - Their calls are more interactive.
• - They provide insights to their prospects and customers http://www.richardson.com/Who-We-Are/Thought-Leadership/Defining-Consultative-Selling/
• Consultative Selling is all about the dialogue between the salesperson and the customer. The word dialogue comes from the Greek and means “to learn.” In Consultative Selling, the salesperson learns about customer needs before talking product. Product knowledge is transformed into a tailored solution when the solution is delivered and positioned based on the customer’s needs and language. http://www.richardson.com/Who-We-Are/Thought-Leadership/Defining-Consultative-Selling/
• With Consultative Selling, the customer’s needs come first. Needs are identified through a combination of preparation and effective probing and drilling-down into customer answers. Consultative Selling took the hard edge from product selling and replaced it with the strong but flexible edge that is custom fit to the customer’s needs. http://www.richardson.com/Who-We-Are/Thought-Leadership/Defining-Consultative-Selling/
• The Account Liaison is responsible for generating business from territory referral sources to meet territory and agency revenue and census goals. Responsible to develop and implement programs to raise and establish

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