...Salesman vs. Sales Consultant Tyler Ringquist English Competition Professor Katherine Cooper November 16, 2008 Car salesman, shoe salesman, or maybe the ever so dreadful time-share salesman can turn a potential buyer away in minutes by their “shove it down your throat” sales approach. I have yet to meet a person that has enjoyed the high pressure sales pitch. If consumers do not respond positively to this approach, consider the challenges faced by quality sales consultants. Not all sales people are trying to line their pockets and send every customer out the door with the most expensive item their business has to offer. Quality sales consultants genuinely believe in the product or service they are attempting to sell. Unlike the high pressure salesman approach, a quality sales consultant’s objective is not to sell the client the most expensive item but rather determine the customer’s needs and offer a product or service that best suits each particular situation. I work as an inbound telesales consultant for new clients at Intuit, Inc. Many of my new clients have a preconceived notion that I am trying to get as much money out of them as possible due to bad experiences in the past. Small business owners call in to purchase financial software to manage their business finances as well as their payroll services. My primary clients are new businesses owners and businesses that are simply looking for better ways to manage their finances. My clients continually confuse...
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...are used so that the jewelry is not only affordable, but breathtaking and beautiful! Traci Lynn Fashion Jewelry is delivered through consultants to customers via home or office shows, personal shopping, and catalog orders. TLFJ is very unique because we have local showrooms for our consultants to shop and we are very hands on with our sales force. Their personal philosophy is to operate with integrity and always to look for ways to grow and improve. Their mission is to Motivate, Inspire, and Change the lives of our consultants. Also, they believe that this jewelry business creates an opportunity for women to start their own businesses, balance their lives, and achieve financial independence doing something they enjoy. I am currently an Independent Consultant for this company. Key points that I discovered about Traci Lynn Fashion Jewelry is: • Prominence- TLFJ sales strategy is party plan and face-to-face. Their motto is “If you can wear it, you can sell it”. Their total compensation is considered the best for the most part depending on the geographical location. While some other jewelry packages were similar, there were competitive packages for all employees from upper management to part-time consultants. • Hierarchy- There is a significant variance in pay on which the level of the consultant. If the consultant chooses to build a team of consultant, the level of...
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...Agreement is made and entered into this 15th, November 2015. (The Effective Date) by and between BIG KAHUNA BOARDS, INC (The “Company”) with its principal location of business located at Washington (The “Company”) and Mr. Roger Williams with its principal location of business located at California (the “Consultant”), (hereinafter referred to individually as a “Party” and collectively as “the Parties”). WHEREAS, the BIG KAHUNA BOARDS, INC is in the Business of DESIGN AND MANUFACTURING SKATE BOARDS. WHEREAS, the MR. ROGER WILLIAMS (THE “CUNSULTANT”) has expertise in the area of SKATEBOARD COACHING IN CALIFORNIA. WHEREAS, the BIG KAHUNA BOARDS, INC desire to engage the Consultant to provide certain services in the of Consultant’s expertise and the Consultant is willing to provide such services to the company; Now, THEREFORE, the Parties hereby agree as follows: 1. Engagement and Service (A) BIG KAHUNA BOARDS, INC (the “Company”) hereby engages the consultant to provide and perform the services set forth, and Mr. Roger Williams (the “consultant”) hereby accepts the Engagement. (B) Mr. Roger Williams (the “ Consultant”) shall provide Advice on Skateboards, sales, and Consult’s to provide tools, instruments and equipment and place of services, unless otherwise agreed between the parties, which is BIG KAHUNA BOARDS, INC (the “Company”) and MR. ROGER WILLIAMS (THE “CUNSULTANT”) (C) MR. ROGER WILLIAMS (THE “CUNSULTANT”) represent and warrants to the BIG KAHUNA BOARDS...
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...few core businesses and competencies. Project shock reveals the changes that need to be made to the projects goals and timelines. First is a change in the clients’ interests being that the European holding company would no longer like to own the chain of stores. This causes the project to shift into a direction of identifying a universal IT application set rather than deciding on one that would fit the stores of the chain. There is also a change in the business situation. The holding company’s goal is to sell the chain of (DIY) stores. This causes the project to take the direction of finding the best IT application set between England and France to no longer be relevant. The consultant has a contingency plan in place that outlines how the project will proceed. First, the consultant and the key personnel will meet as soon as possible to discuss what needs to be done to complete the project in light of the holding company’s decision to sell the stores. Second, the team will determine an appropriate timeline in finding an IT application set that will satisfy the...
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...regular performance review. In the original job description her role was to “control the total costs of the complaints section while maintaining an excellent level of service to our customers likely to ensure long term return business.” The main cost is the hourly labour costs of the over 300 consultants employed in her sections. The consultants range in experience from a few months to three years. To a very large extent, consultants can be rostered on and off to match the busiest periods of incoming calls, in three hour blocks. There are roughly equally numbers of males and females, though nearly all consultants are between 20 and 40 years of age. Esther wants to obtain a snapshot of how customers react to their experience with the complaints centre as well as the efficiency of the consultants in dealing with complaints. Problem Background The complaints section of the call centre has been operation since late 2006. Prior to that date, this function was outsourced and the call centre only handled sales. Customers are often confused about the details of their M-Tel bills, especially during the first few months of their contracts. The level of confusion is not helped by the high turnover of sales staff who sometimes fail to properly explain the terms of a new contract and can send customers to inappropriate contracts for their specific needs. Customers reach the complaints...
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...Objectives The consulting project aims to: • evaluate the market context of the candy manufacturers; • develop an understanding of the market sectors that are most attractive for new business development; • dedicate valuable resources towards the exploitation of those market sectors; • refine its product range and service offering to increase competitiveness. Outcomes As a result of this consulting exercise the candy manufacturers will be able to: • achieve internal economies of scale; • improve process management; o combine product lines in an effective and efficient manner; • open additional markets; o combine hard and soft candy sales o combine truck routes • process improvement; o improved data mining; o lower production time ▪ more candy can be made ▪ candy lines can be combined Our approach Our approach will emphasize the importance of reliable information to the decision makers of the candy manufacturers. Distribution and storage will not be changed for hard and soft candies, thus reducing costs of storage and distributing the candy lines. The...
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...yourself giving advice to people making choices, then this book is a must-have for you. Buy it today, use it tomorrow.” Jim Kouzes, award-winning coauthor of the best-selling The Leadership Challenge and The Truth About Leadership; Dean’s Executive Professor of Leadership, Leavey School of Business, Santa Clara University “Consulting at its best is about action and interaction, relationships and results. In a highly readable guide that is both inspirational and practical, Peter Block leads consultant and client together through a proven approach to realize their future.” Samuel R. Strickland, chief financial and administrative officer, Booz Allen Hamilton “. . . surpasses the high standards of relevance, clarity, and wisdom characteristic of previous versions. . . . Whether one’s consulting experience spans five years or fifty, there is a great deal in this new edition to prompt us to reflect upon our own practice and to discuss with colleagues.” Roger Harrison, independent consultant and author of Consultant’s Journey: A Dance of Work and Spirit and The Collected Papers of Roger Harrison “Peter Block has written a masterful third edition of his masterpiece, Flawless Consulting. A powerful message that emerged gradually in editions one and two comes clearly to the surface in this latest edition. Important additions to edition three are the strength-based strategies that many are beginning to use . . . in solving seemingly intractable problems in health care and other...
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...America. In 1890, Fredrick Winslow Taylor was the first business consultant, which he called it scientific management and many of the practices are still relevant in modern organizations (Public Broadcasting Station, n.d.). Organization uses internal and external consultants; however, organizations use external consultants more than internal consultants. External and internal consultants use the same functions and roles to solve a problem an organization has. This is a review of those functions and responsibilities of business consultants. The author believes internal consultants are more equipped to solve problems and improve organizational functions because he or she understands the organizational structure and culture. Business Consultant A person who is a business consultant provides advice and solutions to other business this includes small businesses to Fortune 500 organizations. Business consulting has numerous types of sub-categories, which includes marketing consultants, sales consultant, and human resources consultant. Although there are numerous types of business consultants, organizations do not require business consultants services enough to hire a full-time member (Consultant Journal, 2012). However, some businesses do have internal consultants, but these consultants are part of the hierarchy (Block, 2002). Vision for Internal Consultants Internal consultants are organizational specialist in his or her field. These employees...
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... 1. It will help align employee compensation with overall corporate profit objectives. CSC managers are currently compensated based on their CSCs profit performance. This gives managers the incentives to employ their own CSC consultants on projects from the region, regardless if there are better-suited ENSR consultants working under different CSCs. Depending on the specific needs of a prospective client in the manager’s region, the CSC may or may not contain the necessary expertise to win a project. Implementing a key account program will allow the right expertise to be allocated to the right accounts. 2. Clients often need a certain type of expertise across a range of geographic locations outside the CSC’s area. Under the current system, the client would need to build new relationships with several CSCs dispersed geographically. This requires a great deal of company resources, including consultant time and money. Under a key account program, the relationship would be limited to one project team. This heightens the chance of building a strong relationship with the client. Relationships between clients and suppliers are becoming increasingly important, since there is a new industry trend where clients are limiting the number of suppliers/consultants employed by the firm. 3. By following Weber’s approach and implementing a BDO program, relationships would be less strong as the BDOs do not have as much business knowledge of this industry. In the case it states “The success...
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...different technical disciplines such as meteorology, atmospherics, biology, chemistry or engineering. During the last year, ENSR did approximately 3,000 projects. The average project lasted about a year in duration and was valued at around $30,000 in net revenue. A typical project yielded a contribution margin of about 60% on net sales. This percentage contribution didn’t vary systematically across projects of different size. ENSR had just gone through a management-led buyout with Wingate Partners, a Texas-based private equity firm. The new ownership team felt that bottom-line results could and should improve significantly. ENSR had been chasing this lucrative project at Westchem for some time but its main rival, Hughes-Hailey, seemed to have the inside track in recent weeks. So, the loss of the project did not come as a surprise. Each Monday for the past six years, Anderson, CFO Ed Bernice, SVP of HR Bob Kelleher and Bob Weber, President of North American Operations, sat down and discussed the key issues facing the company. The report was clear in that it showed little improvement in the firm’s utilization of its key resource: consultants. How they should respond to it was far less clear. In fact, Andersonhad already discussed with Kelleher and Bernice the prospect of cutting people to meet his bottom line targets. Throughout most of the 60’s and 70’s, the firm continued to focus on helping firms to efficiently meet air quality regulations. In the 80’s, the firm...
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... Vision and explanation of a Business Consultant It is very important for a company to have a vision and a mission. A vision describes where the company is heading and the fulfillment of its goals. Whereas in mission, it explains the primary purpose of the company and provides the purpose of its existence. Mission describes and communicates to the stakeholders why the company is headed to that direction and its purpose. Having a good business consultant will prevent the company in experiencing downfall, loss of income, lack of trust from stakeholders, and business failure. Business consultant helps in defining the company's mission, goals, and objectives. Consultant must know the vision and mission of the company and has the knowledge and experience on how to guide the future of the company into the right direction. Business Consultant’s Roles and Responsibilities A business consultant’s roles and responsibilities depend on a good relationship to his or her client. Consultant must disclose to the client his or her full competence and expertise in solving the company’s problem, implement the needed changes and improvements if necessary. Consultant should have the experience in finding the root cause of the problem, where it has originated, and the need of the company. Consultant offers suggestion and provides an honest opinion to the client, even if the business is in jeopardy. Consultant offers an opinion concerning the problem and provides an...
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...self-regulating contractor as she has never been hired on to ABC Utility as a permanent employee. Karen was brought on as a human resources consultant. My grounds for this decision is based on the fact that Karen has been working for the company for a period of five years and began her career with ABC as an independent employee where the human resource manager became very happy with her work. Karen never had a need for benefits prior to her husband's death and due to his death, she finds herself suddenly needing to have benefits. 2. What factors do you feel help contribute to Karen being an employee? The factors that help contribute to Karen being an employee is the fact that she has been working for the company for a length of five years now where other employees have developed a rapport with her and see her as one of the regular employees. Perhaps portraying to have a solid working relationship with the human resource manager may also be leading to others seeing Karen as a permanent employee of ABC. Being paid a base salary of $10,000 a month also helps to portray that Karen is an employee of ABC. 3. What factors favor her being a contractor? The factors that favor her being a contractor is the fact that she also works for other clients that keep her on a retainer along with those who she's worked with throughout the years as an independent consultant. 4. What are some potential legal implications in the case? What should the utility do to rectify any wrongs in this situation...
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...Marketing consultants – they aren’t what they used to be November 2011 Contents 1. 2. 3. 4. Bad press, for good reasons? Outside in, not inside out So what’s different? Talk is cheap – but it could be priceless For more information please contact us on: T 0115 968 5005 E contactmis@uk.experian.com www.experian.co.uk/mis Marketing consultants – they aren’t what they used to be 2 1. Bad press, for good reasons? In some quarters, the term ‘consultant’ has become a dirty word — and it is, perhaps, the business or marketing consultant that has received the worst press of all in recent years. There are valid reasons for this, not least the fact that consultants appear when we are struggling to solve a problem for ourselves. Often parachuted in by senior management, employees may perceive the consultant’s arrival as a vote of organisational no confidence in their abilities. Few people would think twice about using a specialist consultant for a medical problem, but this attitude doesn’t always transition into the workplace. Perhaps because businesses don’t need someone coming in and telling them what they already know. In many cases it feels like consultants have come in, stolen your watch, and then told you the time! We can all recount stories of a critical business issue being posed to a team of highly paid consultants who come in, disrupt the workplace for a few weeks, disappear for a couple of months and then return to tell you something you already...
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...CognitiCognition Strategy Consultants Inc. Motto: “I will see it when I believe it” Message: Imagine Strategy: Mental perspective Basic Process: Mental, distorted ------------------------------------------------- Central Actor: Brain Client: Robin Hood Perhaps starting with: Who are you? What is important to you? What don’t you do? I am Jorge Lopez an independent consultant that is trying to help Robin Hood`s organization to achieve success being this success based in getting the resources to become stronger in order to help poor people. For me it is important that the organization knows exactly what is their real situation in order to identify what are their constraints and capacities to formulate a good strategy. As a consultant I never will advice to Robin Hood `s organization with the generation of strategies that don`t involve a cognitive perspective. Cognition strategy consultants seek to identify potential judgmental biases of key client decision-makers. Which of the following biases might Robin Hood fall prey to? * Search for supportive evidence. * Optimism, wishful thinking. * Conservatism. Robin Hood`s band is acting conservative when they opposed to the Robin`s Hood transit tax. They want to continue with the confiscation knowing that this technique is not functioning anymore. * Selective perception. * Robin Hood may forget his passed problems with the Sherriff in order to generate an alliance with him to have the entire control...
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...“innovation” is defined merely as “introducing something new”, there are no qualifiers of how ground-breaking or world-shattering that something needs to be – only that it needs to be better than what was there before. The fact is, innovation means different things to different people”. (Sylver, 2008) Author’s Qualifications: Brianna Sylver is a writer, researcher, entrepreneur and founder of Sylver Consulting, which works with multinational organizations. Sylver Consulting is known for applying innovation methodologies and consumer research techniques to develop new products and services, prospect new business opportunities and establish innovation processes. (Sylver, 2008) Summary: This article relays information on how an innovative consultant can aid a company in moving their product or starting a new product. It is important to understand what innovation truly means in the organization or to the client in order to know what changes need to be made or what is required of the organization. Sylver states, “the consulting firm contracted for the innovation services first needs to understand the client’s motivation for seeking innovation services. (Sylver, 2008) The client usually looks for innovation services due to one of the three situations: 1. “They are engulfed in the flames of the “burning platform”. (Sylver, 2008) This is where the organizations profits are falling, their product isn’t selling, and they have no clue what they should do to change their status. 2....
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