Salesmanship
DQ 1
Review Earning Buyer Trust and read about the five trust-earning components identified in research on trust. Rank the relative importance of these five components based on your experience.
a) Explain your rationale for your selection and ranking.
b) How do you think that you measure up on earning buyer trust? What are your strengths and weaknesses?
DQ 2
Read the Shield Financial "Lead Generation" Case on page 109 at the end of the chapter in the text. (Graded)
a) What is your opinion of Doug's approach to create a standard plan?
b) If you were the sales manager, how would you deal with the sales representatives' lack of motivation to follow up on leads?
c) How might some of the leads react if they are not contacted by Shield?
Quiz
1. Question: Which of the following are considered to represent some key customer changes occurring today?
2. Question: The integration of communications technology in sales, is more commonly known as which of the following?
3. Question: Having a good understanding of the industry and the strengths and weaknesses of the organization, are aspects of which of the following competencies?
4. Question: The most effective way to close a sale and to get the customer's signature on the order form is generally through which of the following?
5. Question: Personal selling has many advantages over the other promotional tools. For instance, personal selling is which of the following?
6. Question: The most important part of the salesperson's job is which of the following?
7. Question: A key aspect of managing time effectively is which of the following?
8. Question: Developing a plan for how you want your customers to perceive your product is referred to as which of the following?
9. Question Which of the following are examples of commonly used organizational goals?
10. Question: When the Scott Paper Company switched its focus to improving its profitability, which of the following were logical salesforce consequences?