Kevin, a salesperson for a b2b insurance company, is
preparing to engage in sales dialogue with a prospect.
To increase his effectiveness, Kevin needs to
remember all of the following, except?
a. Plan and
b. Focus on c
Notes for So You Wanna be a Success at Selling video
PART 1 THE PREPARATION
1. Do Research, after making appointment. Not only customer himself, but the
position within company. And how business works. Our business to find out about
their business. Read t
Video Assignment Paper
Marketing 412/John Kuzma
So You Want To Be a Success at Selling
The four part mini series titled So You Want to Be a Success at Selling really
resonated with me because it was an exceptionally informative video,
Need Identification Questions
1. Would you able to describe your current practice greens for me?
2. What are some positive things about your current set of indoor practice greens?
3. What kind of complaints have you heard from other people about your prac
Customer Benefit Plan
Feature: Life size putting green that resembles a putting green, material used to mimic
the design and features of an actual putting green.
Benefit: gives your customers the advantage of practicing their putting on a life
Sales Call Objectives
To sell Sports Authority Burnsville two indoor putting greens by BirdieBall
Have Sports Authority Burnsville agree to a contract where they agree to a free
rental of an indoor putting green f
C. Customer Profile
Sports Authority sells sporting equipment to consumers. They sell equipment
from a variety of different sports and activities, examples include baseball, basketball,
Steve Maddon is the store manage
B. Company and Product Information
The company specializes in producing and distributing indoor putting greens.
Their putting greens come with ingrained holes that golfers will be able to putt their balls
into. The holes will have a sta
Chapter 10 Adding Value: Self-leadership and Teamwork
a. Process of doing the right things and doing them well. It includes the
strategic application of effort that is honed and aligned with ones goals
b. Sequential Stages of S
Chapter 8 Addressing Concerns and Earning Commitment
a. Buyers objections to a product or service during a sales presentation
Reasons why prospects raise objections
a. Prospect wants to avoid the sales in
Chapter 9 Expanding Customer Relationships
a. Building goodwill process of converting new customers into lifetime
customers by continually adding value to the product
b. Adding Value process of improving product or service for