Short Answer Questions
Application Exercises will discuss the text material for that specific week.
Textbook-Selling Today: Partnering to Create Value 13th ed.
From Chapter 5-Communication Styles: A Key to Adaptive Selling Today
5-10 Communication or Behavior Styles is one of the most popular training programs. Worldwide, 47 million people have participated in the Wilson and DiSC programs. An understanding of communication styles assists us in building better personal and business relationships. As indicated in the chapter, the first step in applying what you have learned about communication style is to identify and understand your own style. Using the online communication style assessment at the www.pearsonhighered.com/manning website, assess your communication style
1. Do you agree with your assessment of your most preferred style? How about your secondary style?
2. Referring to the material presented, identify your strengths and weaknesses of your style?
3. Identify the styles you enjoy working with the best and the least
4. Refer to page 105. Can you identify those behaviors you tend to exhibit when you are stressed?
5. Explain why you think so many individuals and companies have participated in this program . From fig 5.8 on pg 100, list the names other training programs have used to identify most preferred style.
5-11 self awareness is important in personal selling. A we get to know ourselves we can identify barriers to acceptance by others. Once you have identified your most preferred communication style, you have taken a big step in the direction of self awareness. We have noted that self ratings can sometimes be misleading because some people lack a high degree of self awareness, They do not see themselves as others see them . Consider asking four people to assess and print the profile of your communication style using the online assessment. Then compare this with your self rating.
5-12 Many salespeople, after being introduced to communication style concepts, attempt to categorize each of their customers. They report that their relationships become mutually more enjoyable and productive. Select four people who, you know quite well. Using the online communication style assessment, assess the communication style of each individual. Explain how this information can improve your relationship with each of these people.
5-13 to assess your ability to style flex, assume you are going to make four sales calls on customers displaying each of the four communication styles. For each of these customers refer to the online communication style assessment and assess the behaviors you would demonstrate as you establish your relationship. Compare the styles.
From Chapter 6-Creating Product Solutions
6-10 Secure a copy of a customer oriented product sales brochure or news release that may have been prepared by a marketer. Many people receive such selling tools. Study this information carefully; then develop a feature-benefit analysis sheet
6-11 Today many companies are automating their product-configuration and proposal writing activities. Go to the internet and find these providers of the following software: www.bigmachines.com/salesforce.php and www.results-online.com . Click on each company's demonstration software and study the design of each product.
6-12 Select a product you are familiar with and know a great deal about. Under each of the categories listed, fill in the required information about the product:
1. Where did you by the product, Why?
2. Did the product design influence your decision?
3. How and where was the product manufactured?
4. What different applications or uses are there for the product?