jobshadow_questions-1 - For Face-2-Face Sales Call (phone...

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For Face-2-Face Sales Call (phone sales calls will not work for this assignment): 1. Give the name, job title, company and product lines / services offered by the company. 2. What company is being called on? (include the company name and a description of the industry and products / services offered) 3. What is the purpose of the call? What are the goals for the call? (Outline the goals of the sales call using the 4 criteria specified in class.) 4. How, specifically, did the salesperson begin the presentation? (approach / rapport building) What did she say? What did the buyer say? 5. How, specifically, did the salesperson uncover needs? What did she say? What did the buyer say? 6. Discuss the objections raised by the customer and how the salesperson handled them. 7. Did you hear any trial closes? What where they? Were they effective? 8. How was the meeting ended? What were the steps that the salesperson agreed to do next? 9. What was the buyer’s social style? What clues led you to this conclusion? What did the sales rep do to adapt? 10.What does the sales rep feel is the most important part of the sales process? Why does she feel that way? 11.How long has she been with this company? How long has she been in sales? Describe her other sales jobs. If no other sales experience, describe her previous work experience. 12.Describe several
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This note was uploaded on 09/16/2011 for the course MAR 3391 taught by Professor Garcia,s during the Summer '08 term at University of Central Florida.

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jobshadow_questions-1 - For Face-2-Face Sales Call (phone...

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