selling chapter 6
Review the Lexus statement of values and then identify the two items that you believe contribute the most to a salesperson's career success.
I believe the two most important things for a salesmen are "Doing it right the first time" and a total experience that reflects professionalism and a sincere commitment to satisfaction. I believe these are the 2 most important because if a customer didn't like it the first time they are not going to come back again and you should treat all guests in a professional way even if they are not the greatest of customers.
Define the term organizational culture. How might this company information enhance a sales presentation?
Organized culture is a collection of beliefs, behaviors, and work patterns that are standard in a company or firm. This helps enhance sales because if you see that someone who is the top salesman is making an extremely high amount of money and is following the work culture, you'd follow him in hopes of making as much as him. It would make the cycle continue on to the future employees.
What is "product configuration"? Provide an example of how this practice is used in the sale of commercial stereo equipment.
Product configuration is when a customer is unsure of what to get since there is so much information on the market. So the seller comes up with a custom solution for that customer. They use software to find the customers need and price range, they then offer it to them.
Provide a brief description of the term product strategy.
Product strategy is making a well thought out plan on your product then who is the market of the product and finally what we can add on.
Distinguish between product features and buyer benefits.
The difference between product features and buyer benefits is that product features is information about the product you are trying to sell. So for example things like what it does, what benefits it brings, and what the cost is. Buyer benefits are what bonuses it brings to the customer. So stuff like saying you will get first priority in customer service.
List and briefly describe the five parts included in most written sales proposals.
The five parts of a written proposal are: Budget and Overview: How much the service costs and how it will work. Objective: What the goal of the transaction is and attempt to form it in a way where it will show the benefit to the client. Strategy: Describe how the goal will be achieved. Schedule: Inform them how long it will take to deliver a product and install. Rationale: Show them why it has to be done soon in the form of benefits.
Basic beliefs underlie the salesperson's method of handling competition. What are four guidelines a salesperson should follow in developing basic beliefs in this area?
The four guidelines salesperson should follow is not to refer to the competition during the sales, never talk about the competition on information you do not have, never criticize the competition, and be prepared to add value.
What are the most common sources of product information?
The most common sources of product information are web-based catalogs, sales training programs, plant tours, internal sales, customers, product, and publications.
Explain what the customer's expectations are concerning the salesperson's attitude toward competition.
What a customer expects from a salesperson about competition is to state facts. If you are better they want to know you are better because you have higher sales numbers not because you just said they are a bad company.