Assignment
1) How is personal selling different from other forms of marketing communications?
2) What are the key differences between transaction-focused traditional selling and trust-based relationship selling?
3) What factors will influence the continued evolution (Development / Advancement) of personal selling?
4) Why is trust important to a salesperson?
5) How might a salesperson go about earning trust?
6) What does it mean for a salesperson to have a customer orientation?
7) How might a salesperson work with and assist a business buyer in each step of the buying process? These steps are as follows:
8) Explain the role of functional attributes and psychological attributes in the postpurchase determination of customer satisfaction.
9) How might salespeople use their knowledge of the multi attribute evaluation model to plan and deliver their sales presentations to a buyer?
10) Distinguish between open-end and closed-end questions and describe how each of these question formats might best be used in the trust-based selling process.
11) Explain the difference in the uses of probing, evaluative, tactical, and reactive questions in trust-based selling.
12) Explain the superiority of using verbal communication skills to create mental pictures compared to simply using words in sales dialogue with buyers.
13) What are the objectives of strategic prospecting?
14) Why is prospecting difficult for some salespeople?
15) What are the disadvantages of cold canvassing as a prospecting method?
16) Why is it important for a salesperson to establish objectives for each sales call?
17) What are the characteristics of a well-written customer value proposition?
18) What is the difference between buying motives and benefits?
19) What are the key characteristics of effective sales dialogues?
20) What are the advantages of using response checks during a sales dialogue?
21) What is the relationship between confirmed benefits and customer value?
22) Why should salespeople have many closing techniques ready to use during a sales call? Explain.
23) Can the LAARC method be used for all types of sales resistance? Explain.
24) What is the best method to handle sales resistance?
25) How can a salesperson convert new customers into highly committed customers for life?
26) Why should a salesperson follow up to assess customer satisfaction?
27) Explain why relationship-enhancement activities are important.
28) Explain why setting goals and developing formalized selling plans are represented as key requirements for success in selling.
29) Identify and discuss the three required characteristics of a goal or objective.
30) Explain the five sequential stages of self-leadership. How do they affect the selling process?