Now we get to approach our
For the Salesperson What Is the
The time from when the
salesperson first sees the buyer to
the beginning of the discussion of
The approach leads into the prese
Prospectingfinding the right customers
As we begin:
How would you explain an ATM
How would you describe a Big Mac
How would you help someone understand how a hybrid car works
TO SOMEONE BORN IN 1703?
If we dont have a relationship, it
ISYS 4213 Exam II Review Spring 2016
Exam will be taken in class during class time
75 minutes to complete
Closed text, notes, and Internet outside of Exam window
Electronic devices including cell phones must be put away
Supply Chain Strategy Review
Supply Chain (SC): A system or network of organizations, people, activities,
information, and resources involved in moving a product or service from
supplier to customer.
Supply Chain Management (SCM):
o Encompasses the plan
Where Selling Fits In
The Purpose of Business is
Increase general well being through the sales of goods and
services while being good stewards of capital and resources.
Making a profit in
order to operat
The Sales Presentation
Completely and clearly explains all aspects of the salespersons
VALUE PROPOSITION as it relates to a buyers needs
Heres what I suggest and heres why.
How do we determine a buyers needs?
Intro to Selling and Sales
We devote 40% of our time to moving others
If all the salespeople lived in the same state, it would be the
US's 5th largest state
The fundamental premise of the class is helping others succeed/get
what they want