What do you think of salespeople? What comes to their mind when you hear the term “salesperson”? What past experiences have you had with salespeople?

Answer the questions on the word document attached below.

Requirements: Enough to answer the questions

Chapter 1 Assignments

Assignment 1: Perceptions of Salespeople

Instructions

Interview 3 of your friends or family and ask them their opinion of salespeople. Ask questions such as: What do you think of salespeople? What comes to their mind when you hear the term “salesperson”? What past experiences have you had with salespeople? Record their responses, then complete the following steps:

What common themes did you observe in the responses, especially in the interviewees’ opinion of salespeople? How were their opinions different from one another? How did the past experiences with salespeople impact these opinions?

Compare the interviewees’ opinions of salespeople with the descriptions discussed in this chapter. How were they similar? How were they different?

Assignment 2: The Need for Salespeople

Instructions

Below are descriptions of new products and services that different companies are planning to introduce. Read the descriptions, then determine whether a salesperson should be a part of the go-to-market strategy for that product or service. Record your answer and explain your reasoning.

Johanna, an entrepreneur, has just started a new software business. The software is designed to help other businesses manage human resource department activities such as payroll, employee tax documents, and performance reviews. The software has complex features and usually needs to be personalized for the specific business that purchases it. Johanna is determining her go-to-market strategy. Should she hire some salespeople? Why or why not?

Allen Grocery is a grocery store chain that is opening up a new location in Detroit, Michigan. Should the company hire salespeople to help sell their groceries to customers? Why or why not?

Aliyah has just received investor money to start a large construction company that specializes in commercial real estate. Her target market is developing offices and storefronts for small to medium size businesses. Should she hire some salespeople to help find new clients? Why or why not?

Assignment 3: Selling Solutions

Instructions:

Using your network (including friends, family, or social media like LinkedIn), seek out one B2B sales professional to interview. This person’s title does not need to include the word “Sales”; any of the sales related roles that have been discussed in this chapter (e.g. Account Manager, Client Success Manager, etc.) would be appropriate. Ask the individual the following questions about his or her job, and record the responses:

What does your typical day-to-day schedule look like?

How do you build trusting relationships with customers? Why is building relationships important?

What role do you play in creating value for their customers?

Why is your role important to the success of the company?

Continuing Project (Part 1)

Instructions:

Using your network (including friends, family, or social media like LinkedIn), seek out one B2B sales professional to interview. This person’s title does not need to include the word “Sales”; any of the sales related roles that have been discussed in this chapter (e.g. Account Manager, Client Success Manager, etc.) would be appropriate. Ask the individual the following questions about his or her job, and record the responses:

What does your typical day-to-day schedule look like?

How do you build trusting relationships with customers? Why is building relationships important?

What role do you play in creating value for their customers?

Why is your role important to the success of the company?