How can you use the S.E.L.L. methodology?
Salesmanship & Sales Management
DQ1 Reflecting on the Steve Harrison video and the content on building trust, how can you sell your favorite brand or product to your classmates? How can you use the S.E.L.L. methodology?
DQ2 After reflecting on this week’s readings and video, what are three ways that you can earn trust in a new relationship? Apply concepts from Steve Harrison and the concepts from Trust based selling (Chap 1) and the methods of earning trust (Chap 2).
MKT230 Salesmanship & Sales Management
Module 2 Discussion
DQ1 In his Ted Talk, Jack Vincent talks about selling as a love affair. How can you use storytelling to inject “love” into the sales process and build relationships with buyers. Specifically what buyer needs and communications styles might best respond to this form of selling?
DQ2 After reading Chapter 3 and the related notes, what can you do to assist a buyer along the 8 stages of the buying process (Fig 3.1)?
MKT230 Salesmanship & Sales Management
Module 3 Discussion
DQ1 Communication/Listening Skills are critical to understanding your client’s objectives and being an effective sales person. Chapter 4 reviewed a number of question types and methods of questioning that enable successful salespeople.
Using the content covered in the module, explain why talking WITH buyers is better than taking AT buyers is critical to success. Use specific examples of the types of questioning methods to use.
DQ2 Self confidence is an effective attribute for a salesperson. That confidence comes from preparation, practice and positivity.
After watching and reflecting on the Ivan Jospeh video, what preparation tools discussed in the lesson can you use to give you self-confidence to talk with customers/buyers every day?
MKT230 Salesmanship & Sales Management
Module 4 Discussion
DQ1 Creating Effective Sales Dialogue
Effective sales dialogue means knowing your customers: what they need, what they care about. Buyers and buying teams vary in communications style.
What can you do create an effective sales dialogue with the buyer of computers for the head of IT for Lackawanna College? How would you research who the buyer(s) is? Be specific and process and tools you can use.
DQ2 MAYA
Most people like things simple and familiar. After reflecting on the video and the content of the week, how would you apply MAYA to a sale of a new technology? What tools and terms from Chapter 7 could you use to make the new tech relevant?
MKT230 Salesmanship & Sales Management
Module 5 Discussion
DQ1 Sales Tools Realtors Use to Help Home Buyers
Being an effective sales person means getting a commitment or “getting a close”. There are a tools and strategies to overcome objections and answer client’s questions. Realtors have a number of tools they can use to develop leads, nurture prospects, stay in communication and make the searching, buying and closing process easy.
You are a realtor. What tools can you use to earn a commitment from house buyer? How would you find out about a client’s needs/desires? Be specific. Discuss
DQ2 Confidence to Ask for the Order.
To get the sale, you have to ask for the sale. How are you going to get the confidence to ask?
Practice, preparation, listening, overcoming objections, answering questions.
Reflecting on Amanda Palmer , trust based selling vs transactional selling, and the content from this module, how can you “ask for the sale” as a professional sales person? When would you ask for a sale?
MKT230 Salesmanship & Sales Management
Module 6 Discussion
DQ1 Be Prepared
Discussion Question 1: Be Prepared
Being prepared with research, practice and rehearsal makes the sales process go smoothly.
Using the notes, reading and theory of Trust Based Sales, how would you manage yourself and and your team to prepare for a successful sales presentation? (if you need help, imagine you are a selling outdoor advertising space to Verizon Wireless in the very competitive cellular market (Links to an external site.))
https://insights.digitalmediasolutions.com/articles/phone-provider-wars (Links to an external site.)
DQ2: Sales Technology
Sales tools via technology, digital, mobile has given sales people much more information and data than ever before. Using the examples from the entire class and reflecting on Section 10.5 in this chapter, what technology or tools can you use to help gather information to help prioritize customers and deals? Be specific.
MKT230 Salesmanship & Sales Management
Module 1 Assignment
Please take notes on the chapters you read and write a 1 page (500 word) essay on the chapters and why they are important to the overall “Marketing” strategy.
MKT230 Salesmanship & Sales Management
Module 2 Assignment
Sales Assignment for the Wallenpaupack Brewing Company
Based on the content this week please write and submit a written response to the following:
You’ve been invited to interview for a job as a sales representative for Wallenpaupack Brewing Co. after graduation. The recruiter has told you to come prepared to talk about your communication style and how that makes you a good candidate to connect with local buyers in the area. Discuss how you would prepare and how you might conduct the interview? What tools would you use to connect with prospects? What types of buyers might you interact with; how would address their needs?
Grading criteria:
Clearly lay out your presentation
Identify your communication style; what are the pros/cons?
Identify one or two tools would you use for researching prospects?
Utilize chapter concepts/course content in your response.
MKT230 Salesmanship & Sales Management
Module 3 Assignment
Prospecting for Steelcase
As we’ve learned, prospecting and lead generation is needed to have a full sales funnel. Successful sales require prioritizing sales opportunities.
You’ve just been hired to sales position to sell office furniture for Steelcase to the small/medium size business market in the Scranton area.
Steelcase is a global leader in office furniture, designing workplaces for modern working environments.
https://www.steelcase.com/ (Links to an external site.)
How would you go about prospecting? What tools would you use to develop a list of leads and sales opportunities? What characteristics will you use to score the leads to determine which are the best prospects for you?
Grading criteria:
Clearly lay out your presentation
Identify your prospecting strategy?
Identify specific attributes that you would use to prioritize the most important leads?
Utilize chapter concepts/course content in your response.
MKT230 Salesmanship & Sales Management
Module 4 Assignment
Advertising New Business Pitch for Dollar Shave Club
Congratulations! You’re prospecting and pre-sales efforts for your digital advertising agency have worked to get you a pitch meeting with Dollar Shave Club (Links to an external site.) next week. The category has gotten very competitive and the client has said they are looking for strategies to compete in a world driven by Amazon and increased marketing from other direct to consumer brands. Reflecting on the readings and the MAYA concept, what are some specific ideas that you and your team can bring to the sales presentation?
Grading criteria:
Clearly lay out your presentation
Identify your strategy to bring the client value?
Thinking about the what is important to the client (competing with Amazon and other DTC brands), what ideas might your digital agency recommend?
Utilize chapter concepts/course content in your response.
MKT230 Salesmanship & Sales Management
Module 5 Assignment
Handling Client Issues for Lackawanna College
As we have discussed many times already, relationship selling requires a lot of listening, effort and “going the extra mile” to be more than a “salesperson”. To be view as a trusted partner, you have to act to enhance the customer relationship.
Lackawanna College has been a client of yours for three years. After their initial orders of desktop computers for the computer lab, they have been placing additional orders over time. Lately though, deliveries have been late. The client now is interested in buying new printers for the computers labs and offices but is not sure your company can handle the order, delivery and installation. How can you handle the concerns and ensure long-term customer relationships?
Grading criteria:
Clearly lay out your presentation
Identify your strategy to handle the concerns and convince them you are the right partner for the job?
Reflecting on Fig 9.2, what specifics can you suggest to your client?
Utilize chapter concepts/course content in your response.
MKT230 Salesmanship & Sales Management
Module 6 Assignment
Team management
Your team is falling behind it’s quota. It appears that team members (tech, installation, customer service, billing, etc) are becoming more insular and not sharing important customer information, category trends and sales data with one another. Reflecting on the teamwork section of the lesson, what are some solutions in team management and CRM software uses that can help your team get back on track?
https://blog.hubspot.com/sales/team-selling (Links to an external site.)
Grading criteria:
(Links to an external site.)
Clearly lay out your presentation
Identify your strategy to get the team back on track and set up for success.
Reflecting on Section 10.6, what specifics can you incorporate to your team?
Utilize chapter concepts/course content in your response.
(Links to an external site.)
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