Question

Do you recall Dr. Suess' children's book GREEN EGGS AND HAM? In the book, Sam successfully convinces his prospect to become a consumer of these products--an excellent example of personal selling! For this DB you will first need to read the book or watch this video: https://www.youtube.com/watch?v=B32u4qrIVZQ After reading the book or viewing the video,

1) identify and discuss one factor that contributed to Sam’s success as a “salesperson.” Think about each step in the selling process.

2) Name one thing Sam did not do at all.

3) Using Sam as your salesperson, provide an example of something you can imagine Sam doing and saying to improve his sales presentation.

Answer 1

Answer1:

One factor which can be attributed to the success of Sam continues communication with the customer with a wide variety of questions which help Sam to understand what the customer is looking for. He asked a variety of question in a single flow which ensures no gap in communication with the customer. Asking quality questions can uncover specific personal issues, and will allow you to evaluate whether or not your product can solve the specific problem.

Answer 2:

Sam neglect pre-meeting research. Sam vast majority of the meeting learning fundamental basics about the customer instead of presenting a solution that product would solve.

Answer 3

In the sales presentation, I might ask some quick question about the taste and preferences of the customer. For example, if I found the customer health conscious than I in order to generate interest of the customer for the product I will point out the health benefits of the product.