Assignment task: Positioning the importance of personal selling
? What are the four eras in the evolution of the sales force ? Pros and cons of the selling career ? Explain the disconnect between the perception of sales people and the sales profession and the importance of the sales force to customers and to their selling companies. Relationships ? Why are selling firms interested in relationships? ? Is there value in relationships for organizations? Why? The sales call ? What are the steps in the sales call? ? The preparation or planning stage is important to strategic selling. Why? ? What are objections? ? Why is it important to overcome objections? ? Why do customers use objections? ? What is the purpose of the trial close? ? It seems odd that salespeople have to be reminded to close, why is this such a difficult topic for salespeople and why do they have to be reminded to close? Buying Center and organizational buying ? What are steps in the organizational buying process? ? What is the buying center? ? Why is the buying center important for salespeople to understand? ? What are the roles in the buying center?