Professional Selling Ch 7 Assignment PDF

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Professional Selling Chapter 7 – Exercise Questions Assignment ...

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SAVT1000 – Professional Selling

Chapter 7 – Exercise Questions Assignment (______ /10)= ________% Due: November 20, 2020 by 4:30pm

Exercise Questions: The purpose of these questions is for you to demonstrate to your instructor your professional selling knowledge on the sales dialogue. The total Assignment grade is worth 30% of your overall mark for the Professional Selling Course. Breakdown: 1) Each chapter graded assignment is weighted at 11.1% Instructions: 1) Please read Chapter 7 from the SELL textbook & review the chapter PowerPoint. 2) Please answer the exercise questions. 3) Each question is worth 1 point. Please reference chapter material and please cite using APA format. Please ensure that your answers are grammatically sound. 4) Please upload your exercise answer assignment to Chapter 7 drop box for grading.

Exercise Quesetions Developing Professional Selling Knowledge 1. What are the key characteristics of effective sales dialogue? According to Sell 2nd Edition book (Ingram, et al., 2015), the key characteristics of effective sales dialogue are listed below: - Planned and practiced by salespeople Page 1 of 5

SAVT1000 – Professional Selling -

Encourage feedback from buyers Focus on creating value for the buyer Present value in an interesting and understandable way Involve and engage the buyer Support customer value through objective claims

2. What are the advantages of using response-checks during a sales dialogue? The advantages of response-checks during a sales dialogue are: - increased buyer interaction - understanding of what the buyer thinks - how the buyer feels about the ideas being expressed - questions should confirm needs, benefits, buyer’s interest level, and objections addressed 3. What is the relationship between confirmed benefits and customer value? The relationship between confirmed benefits and customer value is basically about confirmed benefits being the benefits the buyer specifies are significant and at the same time, are the source of customer value. In order to produce the confirmed benefits, the salesperson’s job is to provide specific solutions in a way that customer understandably perceives the value in that solution (Ingram, et al., 2015) 4. How can salespeople make sales dialogue interesting and understandable for buyers? According to Kathleen Vincent (2015), there are various ways for salespeople to make sales dialogue interesting and understandable for buyers. The following are listed down below: - Salesperson must plan and practice the dialogue itself - It should be present value by presenting key selling points and using verbal support elements - Encouraging buyer participation and feedback Page 2 of 5

SAVT1000 – Professional Selling - Use either the SPIN (Situation, Problem, Implication, Need-payoff) and/or ADAPT (Assessment, Discovery, Activation, Projection, Transition) questioning systems - Present a recommended solution by emphasizing product features that produce the confirmed benefits 5. What are the advantages and disadvantages of the different types of sales aids? Based on the textbook, Sell 2nd Edition (Ingram, et al., 2015), the different types of sales aids and its advantages and disadvantages are: - Visual materials (Advantage: easy to carry; Disadvantage: do not engage the buyer directly) - Electronic materials (Advantage: low cost to distribute and use; Disadvantage: may fail to operate) - Product demonstration (Advantage: makes the concept real by giving buyer the opportunity to see the product in action; Disadvantage: product failure is a potential deal-killer and hard to recover from) 6. How can electronic materials be used as sales aids? Electronic materials can be used as sales aids through slides, videos, or other multimedia presentation inclusions. They can also be shown through a face-to-face, online on demand, online in real-time, large groups via LCD projector, or compressed into a format suitable for personal media devices (Ingram, et al., 2015). 7. What are the four stages of the SPES Sequence for effectively using sales aids? Based on the textbook of Sell 2nd Edition (Ingram, et al., 2015), the four stages of the SPES Sequence for effectively using sales aids are: -

State the selling point and introduce the sales aid Present the sales aid Explain the sales aid

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Summarize

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SAVT1000 – Professional Selling 8. How can testimonials be used to support product claims? Using testimonials leads transformation in terms of sales pitch as it makes it more credible and unbiased in terms of supporting product claims and recommending it to others. It also builds trust and overcomes skepticism. A good testimonial has the power to convince people, even the toughest ones, to believe in the product as it is already tried and tested by other individuals (Gehl, D., 2020).

9. What are the key challenges of selling to groups versus individuals? In comparison, selling to groups is really challenging compared to individuals because it tends to divide attention to more than one quantity and it requires multiple action of adapting per individual in the group (Ingram, et al., 2015). In addition, there is a tendency to have a variety of responses, longer waiting period of closing deals, and multiple decision makers (Marthinusen, L., 2020). 10.How should salespeople handle questions during a group dialogue? Salespeople should handle questions during a group dialogue is through listening carefully, keeping eye contact with the person asking the question, rephrasing the question to guarantee understanding, and providing a brief and substantial answer (Ingram, et al., 2015).

REFERENCES: Gehl, D. (2020). How to Effectively Use Testimonials. Retrieved from https://www.entrepreneur.com/article/83752

Ingram, T., Laforge, R., Avila, R., Shwepker, C., & Williams, M. (2015). Sell Second Canadian Edition. Toronto: South-Western, Cengage Learning.

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SAVT1000 – Professional Selling Marthinusen, L. (2020). 7 Sales Challenges Facing Sales Reps. Retrieved from mo.agency/blog/7-sales-challenges-sales-reps Vincent, K. (2015). Effective Sales Dialogue. Retrieved from https://prezi.com/di1xgamvxrou/effective-sales-dialogue/

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