...Evolution of Selling Models that Complement the Marketing Concept May-14-14 11:57 AM Marketing Concept- a philosophy that says the firm should co-ordinate all its activities to satisfy its customers whole achieving its own goal Marketing Mix- a set of controllable, tactical marketing tools that consists of everything the firm can do to influence the demand for its product. These can be organized into four sets of variables; product, place, promotion, price Consultative Selling- an approach to personal selling that is an extension of the marketing concept. Emphasis is placed on need identification, need satisfaction, and the building of a relationship that results in repeat business Transactional Selling- a sales process that most effectively matches the needs of the value-conscious buyer, who is primarily interested in price and convenience The major features of consultative selling are as follows; 1. The customer is seen as a person to be served, not to be sold a. NEED DISCOVERY 1. The buyers needs are identified through two-way communication (key for sales person to learn about the needs of the consumer as much as possible) a. SELECTION OF THE SOLUTION 1. Helping the buyer make an informed and intelligent buying decision adds value to the sales process a. NEED SATISFACTION PRESENTATION 1. Emphasizes service at every phase of the personal selling process a. SERVICING THE SALE The Evolution of Strategic Selling Strategic...
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...Table of Contents 1. Memo to Sales Manager……………………………………………………..3 2. Buyer Information………………………………………………………………4 2.1 Buyer Profile……………………………………………………………..4 2.2 Decision-Making………………………………………………………..4 2.3 Macro Environment and Trends……………………………………..5 2.4 SWOT Analysis……………………………………………………………6 3. Selling Company Information………………………………………………..7 3.1 Company Profile………………………………………………………..7 3.2 Reputation & Image……………………………………………………8 3.3 SWOT Analysis……………………………………………………………8 3.4 Current Trends……………………………………………………………9 4. Competitive Analysis…………………………………………………………...10 5. Needs Analysis…………………………………………………………………...11 5.1 Buying Motives…………………………………………………………...11 5.2 Prioritizing Needs………………………………………………………...11 6. Value Proposition………………………………………………………………..12 6.1 Features & Benefits……………………………………………………..12 6.2 Value Proposition Statement………………………………………….13 7. Sales Call Objective…………………………………………………………….13 8. Proposal……………………………………………………………………………14 8.1 Proposed Solution………………………………………………………..14 8.2 Pricing………………………………………………………………………14 9. Sales Dialogue…………………………………………………………………….15 9.1 Agenda……………………………………………………………………..15 10. Follow-up Action…………………………………………………………………..16 11. References………………………………………………………………………….17 1. Memo to Sales Manager Date: November 21, 2015 To: Rob Gronkowski From: Jaskiran Kaur Binepal, Michael Fitch, Jaspreet Kaur, Gurbir Singh Subject: Upcoming Sales Call at SportChek This week, we are planning to have...
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...1 Overall professional personal selling behavior in Spain 2 Table of contents 1. Introduction 3 4 5 9 12 14 15 16 2. General country information 3. Structure of the 10 steps professional selling sales cycle 4. Professional selling behavior in Spain according to the 10 steps 6. Conclusion 7. Sources 8. Appendices 5. The unique characteristics of the Spanish (selling) business culture The 10 step selling process refers to a sequential series of actions by the salesperson that leads towards the customer taking a desired action and ends with a follow-‐up to ensure purchase satisfaction. We will ...
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...professionally as a person is very important in the aviation industry. Being professional will make you stand out; will increase your chances of being hired and being treated with respect among others. Having this professionalism is indeed necessary nowadays; competition in the industry stands tougher as time goes on. Obtaining a college degree will make you grow academically, but not always professionally. This is why it’s important to find different ways gain experience as an “acting” professional. At the Inter American University, they offer a bachelor’s degree in aviation, which provides a very intriguing class called: “Career Development for Aerospace Professionals”. While enrolled in this class, students will act and dress as professionals during the entire length of the class. Many wonder why they have to dress up for a class, not realizing that presentation is a very important key for obtaining a good professionalism. Impressions count for a lot, especially first impressions. Wearing the proper attire is the first thing people look at, making this a judgment tool. If you dress up properly, you will be judged as a professional and serious person. Nevertheless, dressing correctly is just the beginning for being a professional, and dressing up every time for the class will adapt students to dress properly every time with confidence. The class also focuses on preparing the students for professional situations, like...
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...HANSON CANADA PROFESSIONAL SELLING SAMPLE OF QUESTIONS 1) Many studies dealing with incomes earned in the business community tell us that: A) salespeople earn significantly higher incomes than most other workers in the business communitY. B) salespeople earn siigntly less than other workers in the business community. C) salespeople earn about the same income as other persons in the business communitY. D) there are no relevant studies that link income and the salesperson. Answer: A ' 2) Which of the following statements accurately describes a career in selling? A) salespeople generally do not have good job security Bi salespeople have numerous opportunities to advance to middle-management ranks C) salespeople generally have lower incomes D) salespeople have limited opportunities for advancement Answer: B 3) ln sales, CSR stands for: A) Computer Sales Representative. B) Customer Service Representative. C) Customer Satisfaction Representative. D) Competitor Status Rating. Answer: B 4) All of the following describe a category of sales personnel in the field of manufacturing excePf: A) rack jobber. B) sales engineer, C) field salesPerson. D) detail salesPerson. Answer: A 5) All the following statements regarding careers in personal selling are true except: A) Sales careers can provide above-average psychic income. ei fne skills and knowledge needed to achieve success in the various selling careers vary greatlY. c) salespeople today have many...
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...What They Didn’t Teach Us in Sales Class – Extra Credit Assignment 1. Should Rick Lester "turn in his keys"? Turning in his keys after only one month on the job (to include one week working alone), would be premature and unwise. Rick must realize that all jobs are challenging even with an abundance of knowledge and experience/expertise. A salesperson’s job is even more challenging given the long hours, hard work and the “calloused’ treatment of salespeople by buyers. Rick must exercise patience, perseverance and determination in order to successfully develop the skills necessary to successfully overcome these challenges which will enable him to become a better provider for his family and a better salesperson to Nabisco. 2. How should Mr. Brown handle this situation? What should he say to Rick? As the Division Sales Manager, one would surmise that this was not Mr. Brown’s first case of a new recruit “quitting before testing the waters.” There must have been valid reasons for making an employment offer to Rick. It is therefore incumbent on Mr. Brown to have a one-on-one meeting with Rick in an effort to understand his reasons for quitting. Having spent his first three weeks of employment with Mr. Brown, he is most likely the only person that Rick probably feels comfortable with or looked up to (more so before his inconsiderate comment). He should offer some encouragement and inspiration – positive reinforcement, focusing on his strengths and the reasons for...
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...Mary West The Smart Guide to Successful Social Selling Tweets Chief Marketing O cer at Omni Corp Lives in San Francisco, California From Mooroolbark, Victoria, Australia Knows English, Swedish, Dutch and 12 others Mary Wes Chief Marke Current Previous Education San Francisco, C Mary West @marywest CMO of Omni Corp, concert junkie, and grilled cheese enthusiast San Francisco, CA Send a me 6,384 341 Following Followers 32,481 Follow SELL. SERVICE. MARKET. SUCCEED. The information provided in this e-book is strictly for the convenience of our customers and is for general informational purposes only. Publication by salesforce. com does not constitute an endorsement. Salesforce.com does not warrant the accuracy or completeness of any information, text, graphics, links or other items contained within this e-book. Salesforce.com does not guarantee you will achieve any specific results if you follow any advice in the e-book. It may be advisable for you to consult with a professional such as a lawyer, accountant, architect, business advisor or professional engineer to get specific advice that applies to your specific situation. © 2014 Salesforce.com. All rights reserved. 79% of salespeople who use social media as a selling tool outperform those who don’t. -Social Media and Sales Quota Survey If you had been told 10 years ago that your customers would write down all their wants, needs, opinions, and thoughts and then publish them...
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...Lynwood Stewart John Rodman MKTG-451 Professional Seller Interview Paper During the summer of 2014, I interned for Aflac, Inc. and was mentored by a man named Dale Shaddock (see Appendix A). Though the internship proved unsuccessful, I learned plenty from Mr. Shaddock about sales and the life that accompanies personal selling. Before the interview, I viewed personal selling as necessary, but never bothered to delve deeper and conceptualize the reasons behind the importance of personal selling. This assignment has changed my perspective on 5 key aspects of personal selling: teamwork skills, customer value proposition, self-leadership, sales dialogue planning, and the characteristics of sales careers. These aspects give a more comprehensive outlook on personal selling and how it applies to my life. Teamwork is one of the skills that remain an essential part of any organization. One of the first questions I asked Mr. Shaddock was to “Describe the importance of leadership and teamwork in your field?” He replied, “If I can’t rely on my guys and vice versa, how would we anything get done? Teamwork is fundamental at this level.” A very simple response, but when referring back to Sell 4 and the skills that translate to increased sales and organizational performance, it proves relevant. To be specific, understanding the other individuals and showing personal integrity are two teamwork skills that I have come to value highly. Understanding the other individuals is key when...
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...Name: Tutor: Course: Date: Shadow a Salesperson Argus Merchant Services is a simple and easy merchant processing company. It offers flexible debit and credit card payment processing platforms that enable the shaping of one’s business infrastructure. The company consist of industry professionals who are experts in dealing with credit card processing and merchant accounts. The Argus Company is driven by the mission of simplifying and easing payment processing through the provision of cost efficient services. They provide remarkable customer services and offer robust support. It offers competitive rates to clients and accept all types of industries that include small, medium and large businesses. Due to the qualities that this company has, an interview with a salesperson in this company was conducted and the responses to the questionnaires provided in the paper. His name is Kevin Hart and serves in the sales representative department of the merchant company. The interviewee was entitled to the sales representative job title at the company and was entitled to debt collection services, selling of credit information, subscription of business publications and the advertisement of other financial services. His duties involve spending most of the time travelling from one locality to another, and this includes interstate locations and countries. The interviewee works at the Argus Merchant Services company at the sales department. The company that he works for provides flexible...
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...Gregory Gilbert 11/21/11 Writing Studies-CPN101-008 Patterson Salesman Being a salesman isn’t as easy as the average person would think. It happens to be one of the hardest jobs to succeed at these days especially in today’s economy. To be salesman you need to have a lot of determination and passion. You need to have the ability to pursue your objection and you actually have to believe in whatever you’re selling. Jobs are very rare and even those who have the job in most situations aren’t making that much money. Luckily my father has numerous other jobs as well as being a salesman. A sale is defined as the act of selling a product or service in return for money or some type of other compensation. The seller completes a sale after a request. After that comes the ownership passing of the item, and the negotiation of a price. Most of the time a salesman agrees to a fair price but not in all cases. Being a salesman means that you have an enormous amount of competition. Being a “salesman” is a very broad occupation, to get specific there are over a million jobs in sales specifically. Usually to qualify to be a salesman you would need a degree in some type of business or marketing program. But then again the opportunities in college can lead you to do anything, so you really just need to be good at bullshitting. Bullshitting for a salesman isn’t exactly lying to the customer but making him think the product is better than it actually is while leading him onto a deal...
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...Haverwood Furniture Inc – Case Analysis Case Questions 1. Furniture industry. I would describe the household wood furniture industry as an important business sector of the overall furniture industry, which is divided into three major categories: 1) upholstered, 2) wood, and 3) read-to-assemble and casual furniture. Of these three, wood furniture makes up 40 percent of the total furniture sales. The different types of wood furniture include dressers, tables, bedroom and dining room suites, with bedroom and dining room furniture being the majority of sales. In terms of position, Haverwood is not ranked in the top 25 manufacturers which account for over half of the country’s furniture sales. They are a medium to high-priced manufacturer and sell through 1000 high-quality department stores and independent furniture specialty stores nationwide. They are very selective in choosing retail outlets to mirror their products, so they are more of a niche company, and do not sell to the typical chain stores. 2. Consumer purchases. Consumers generally make furniture purchases when they buy a new house and the types of consumers who buy furniture are those with a higher level of disposable personal income. This is due to wood furniture being more expensive than other types of furniture and it is normally sold in sets (i.e., dining room table and chairs). Consumers with less disposable income will more often defer such pricey purchases or buy less expensive, less quality...
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...Presentations In this assignment you are required to write a 3-4 page business report. This is a B2B report not B2C You are required to choose a company whose product(s) you wish to sell (you will be assuming the role of a sales representative for the company you select) This company will also be used for your Group assignment. This is to be agreed upon by all group members prior to the commencement of this individual section. Then select the organisation that would potentially be a suitable candidate for your product (Buyer) N.B., the company you select must not be already buying the product from the selling company. Each group member is to select a different buying organisation for this section, The most suitable buying organisation will then be selected to be used in your second assignment. You are required to research in detail both the selling and buying companies you have selected. You will also be required to give an overview of the Industry/Market these companies operate in as well as their respective competitors You will also need to justify...
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...Home Benefits Brokers Benefits Managers Retirement Advisors Video Library FreeERISA Broker Innovation Lab Benefits Selling Expo Benefits Selling Magazine eNewsletters Resource Center Buyers' Guide Webcasts Events Blogs News About Us Contact Us Advertise Privacy Policy Press Room Reprints Feedback Employee Benefits Network: BenefitsPro FreeERISA Benefits Selling Broker Innovation Lab Benefits Selling Expo eNewsletters Magazine Feedback? Search Twitter Facebook Google+ LinkedIn Read Next Article Best sales and marketing tips: Social media Share This Story Advertisement Home / Benefits Brokers / Sales Strategies Best sales and marketing tips: Old school 100 sales and marketing tips, part 2 Jan 06, 2015 | By Kathryn Mayer Email LinkedIn Twitter Facebook Google+ Share This Story (Image courtesy of ponsulak/FreeDigitalPhotos.net) (Image courtesy of ponsulak/FreeDigitalPhotos.net) Our 100 sales and marketing tips list this year is broken down into 10 important categories. We've already covered social media. This list focuses on old school sales techniques. 11. Forget the group meetings, the conference calls, the social media posts: Meet with clients one-on-one. They still like it. 12. Send cards to your clients for birthdays, anniversaries or Christmas...
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...Napoleon Hill 1. Definiteness of Purpose- Knowing what you what, or are doing will allow time to be used wisely in order to accomplish one’s life goals. 2. The Master Mind Principle- Coordination between two people who are on the same page, will lead to success. 3. Going the Extra Mile- Doing more that in expected not only grows one’s abiblity, but It gives reason for raises and promotions. 4. Applied Faith- Applying what one believes in to their work. “If it can be believed, it can be conceived.” 5. A Pleasing Personality- A major way in which one fails, is that they do not get along with other people. Changing this trait will allow on to work harmoniously with other people. 6. Self-Discipline- Being able to determine what the right thing to do is, and also acting upon those things through good and bad times. 7. A Positive Mental Attitude- To be able to control your mood and keep it in a positive manner. 8. Enthusiasm- Enthusiasm keep oneself along with surrounding people excited about what is going on. 9. Personal initiative-Being able to stay motivated and on top of projects and tasks at hand will allow ones to have continual success. 10. Controlled Attention- Being able to be focused on what needs to be done, no matter what. 11. Learning from Adversity- Instead of crumbling at failure or hardship, learn and grow from the experience. 12. Budgeting Time and Money- Successful people know how to manage themselves and the...
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...Explication and Argumentation to a Specific Audience It’s accurately described as the world’s online marketplace, connecting buyers and sellers both near and far. The vast majority of people are casual, intermittent users. But maybe you are ready to take that next step and make selling on eBay a full-time vocation. Nearly anyone can sign up and begin selling immediately, but only those who maintain the status of PowerSeller are able to financially maximize their selling experience. EBay makes a portion of their profits by extracting a fee from each attempted and actual sale. This fee is deducted from the sellers account. The fees are structured at a lower percentage for those who generate the most profit for eBay; those are the PowerSellers. A PowerSeller typically saves 5% over members of the general selling class. Other benefits exist beyond reduced fees, including access to group health insurance and representation in customer disputes. Even United Parcel Service in a cooperative agreement with eBay will offer shipping discounts to PowerSellers. With benefits such as these available, it’s obvious that the PowerSeller program is an attempt by eBay to attract recruits. The decision point for interested individuals as with any decision often comes down to the overall opportunity cost. Those can be weighed by viewing eBay’s PowerSeller and Top Rated Seller Policy. The website itself is accessible on the internet or smartphone as eBay.com. The PowerSeller requirement...
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