Discussion Questions
1. How might salespeople us their knowledge of the multiattribute evaluation model to plan and deliver their sales presentations to a buyer?
2. Discuss and give examples of an open-ended question and a closed-end question and describe how each of these question formats might best be used in the trust-based selling process. In your follow up replies, discuss which situations work best for both types of questions
3. You have been hired as a consultant by a new company to develop a strategic prospecting strategy. The company brews and bottles a specialty tea beverage. The tea is rich in vitamins, anti-aging nutrients, and natural anti-carcinogens. The tea is expensive to brew and has suggested retail price of $3.00 per 16 oz. bottle. The company is located in your town. It can produce 5,000 bottles per day and does not sell the tea directly to consumers.
Answer the following:
1- How leads will be generated?
2- How will leads be qualified?
3- How sales prospects will be prioritized?
4- How information to prepare for sales dialogue will be obtained?
5- How the strategic prospecting strategy will be tracked and evaluated?
The response should include a reference list. Double-space, using Times New Roman 12 pnt font, one-inch margins, and APA style of writing and citations.