Question

SCENARIO:

You are a salesperson(s) for a gadgets manufacturer.

Your company develops items for college student dorms.

You have an appointment with the General Manager of the Fanshawe College Campus Store

Product -Keurig K Mini Plus Single Serve Coffee Maker

Determine which of the 4 Sales Presentation Methods you will use: (refer to page 467 at end of text)

1.Memorized (canned)

2.Formula (persuasive selling)

3.Interactive need-satisfaction

4.Problem Solving

Write which method is used and 1-2 (400-500 words) paragraphs outline the Sales Presentation you will use.

Note: You must include the actual wording

you would say/pitch to the Fanshawe Store Manager.

Sales Objections are the reasons that prospects (customers) give for not wanting to buy.

List 2 anticipated Sales Objections the Fanshawe Store Manager may have and how you will overcome the sales objection

Answer 1

As a salespersons for a gadgets manufacturer :

Product -Keurig K Mini Plus Single Serve Coffee Maker

Explanation of 4 Sales Presentation Methods

MEMORIZED [CANNED]

• Ensures the entirety of the organization's sales examine a similar data
• Both associates and loans certainty to the unpracticed sales

Successful when:

• Selling time is short, as in entryway to-entryway or phone selling
• The item type is non-specialized -, for example, books, cooking utensils, or beauty care products

FORMULA SALES PRESENTATION METHOD :

• Know something about the possibility
• Have approached the possibility before
• Want to guarantee all data is introduced coherently
• Want to have sensible measure of purchaser dealer collaboration
• Because it takes into consideration smooth treatment of foreseen questions and complaints

Item types that function admirably with this strategy:

- Consumer merchandise

- Pharmaceutical merchandise

INERACTIVE NEEDED SATISFACTION

Need an adaptable, intelligent deals introduction

- Need to reveal needs by posing inquiries

- Need the possibility to discuss his needs

-Use this strategy the first occasion when you approach a possibility

-Should you need to return a subsequent time, you would utilize the equation deals introduction strategy

• Product types that function admirably with this strategy:

- Financial services

- Systems

- High valued merchandise/administrations, for example, vehicles, land, PC frameworks, mechanical gear .

PROBLEM SOLVING METHOD :

Are selling exceptionally unpredictable or specialized items

• Are required to make a few deals calls to build up an itemized top to bottom examination of a possibility's needs .
• Need an adaptable, modified introduction dependent on discoveries.

CONCLUSION : FORMULA SALES PRESENTATION METHOD IS USED FOR THIS GIVEN PRODUCT.

2 anticipated Sales Objections the Fanshawe Store Manager may have and will overcome the sales objection :

Protests originate from clients who are: If you envision these complaints, you can push them towards the deal. Uncertain Unintrested Not prepared to purchase

1. Key Principle: Read the Customer and Don't Be Pushy While the tips in this introduction should give you a few thoughts on the most proficient method to react to client complaints, it's significant that you first read every customer and decide the correct strategy. For example, if a customer is simply glancing near, it's likely best not to go for the hard sell. Additionally note that there's nobody size fits all methodology for each client, so don't have any significant bearing these tips aimlessly and don't be pushy or untrustworthy.

2. "It's excessively costly." If customers feel that the thing is out of their financial limit, talk about how the item can set aside them cash over the long haul. Will it bring down their vitality bill? Will it "pay for itself" in the long haul? On the off chance that it's a matter of getting clients to see the incentive in an item, at that point you'll have to think of specific benefits that would legitimize the expense for the customer.

Thank you . I explaines every option of sales presentation method for better understanding

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