Discussion Post
Part A
Benefit selling is at the core of creating value for customers. A variety of sales tools or aids are available to salespeople to communicate information such as verbal support, printed materials, and presentations. Watch the following video Personal Selling: Helping Customers Solve Problems and carefully observe how this salesperson conducts himself. Then answer the questions:
a) Comment on Michael's use of SPIN to relate the features and advantages of his services to the benefits to his prospect. Give specific examples of questions and statements used.
b) How does Michael use sales aids? How do they help him achieve his sales call objective?
c) How successful do you think this salesperson is? Explain your answer.
Part B
Handling objections and earning trust is one of the most important roles that a salesperson plays. Price is normally one of the most common forms of buyer resistance, but not always. Watch the short video Pacemakers: A Sales Call Example Answer the following questions:
a) Based on the e-lecture, what type of objection(s) does the doctor pose to the sales rep? Why?
b) How does the sales rep handle the resistance or objection?
c) How does the salesperson use LAARC?
d) Based on the techniques in Exhibit 8.8, which ones are used by the salesperson? What constructive feedback would you provide to the sales rep?
The response should include a reference list. Double-space, using Times New Roman 12 pnt font, one-inch margins, and APA style of writing and citations.