Pro Selling Journal 5 - Tim May Professional Selling...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
Tim May Professional Selling Journal #5 11/30/11 Product: Rough diamonds Company: De Beers 1. A- “Due to the superior quality of these stones, your profits should increase dramatically if you purchase a bulk lot and use them in your business.” Extensive buying decision <===>FAB feature Quality – “B” of increased profits I- “I know, judging by your reputation, that you are very interested in quality here at your company. Purchasing from De Beers guarantees the highest quality of stones, which would put your competitors to shame.” Buyer's Value of Quality <===> FAB feature Quality - “A” of advantage over competition D- “Globally, thousands of distributors are using higher quality stones every day; And some of these stones are, in fact, actually 'blood diamonds.' Wouldn't you like to know your customers are receiving, not only the highest quality of stones, but also a guarantee that none of the stones were blood diamonds? De Beers offers that guarantee; A guarantee that you, in turn, could also use.” FAB feature Quality <===> A guarantee helps with a safety and/or
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 03/12/2012 for the course BUSINESS 4500 taught by Professor Warren during the Spring '12 term at Youngstown State University.

Page1 / 2

Pro Selling Journal 5 - Tim May Professional Selling...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online