Ch 13_NEW! Mini Sim_Personal Selling
Which of the following strategies for handling objections will you recommend for Welcome Home agents facing this common customer objection: "The price of your townhomes is 5% more than other townhomes on the market."
-Acknowledge and convert
Which of the following attributes will you use for targeting the email campaign?
-Geographic
One of the VP's goals is to train the salesforce to use a common presentation style. Which of these three presentation styles do you recommend for Welcome Home's training program?
-Needs satisfaction
The VP of Marketing tells you: "I know that follow-up is an important element of selling, but I feel that when our salespeople are dealing with existing clients, we are losing out on an opportunity to capture new clients. How can we manage the follow-up process so that Welcome Home benefits the most in the long run?
-Phone call
To set the foundation for a positive relationship, which activities do you recommend that the agents focus on during the approach?
-Questioning and listening
There are many techniques that can be used to close a sale. Which technique would you recommend that Welcome Home agents utilize first?
-Trial close
What information do you recommend that the agent try to collect during the call to make their first meeting with the client the most valuable?
-What features are you looking for in your new home?
Which two questions will you include in the agents' email response to preliminarily qualify a prospect for a purchase of a Welcome Home town home?
-What is your timeline for purchasing a home? -What is your current position at your firm?
Firms often use sales promotion in conjunction with personal selling to maximize the effectiveness of their selling efforts. Consumer promotions can provide an incentive for consumers to buy in the short term or increase customer-brand engagement.
Contest: -Welcome Home Developers offers consumers a chance to win $1000 gift card to the local furniture store by submitting an entry at the model townhome or via mail. Premium: -Customers who purchased a new townhome are given $5000 in free kitchen upgrades from Welcome Home Developers, which can be used to add granite countertops and stainless steel appliances. Point of purchase promotion: -Welcome Home has a bouncy house shaped like a WH townhome displayed in front of every model home to grab attention and entertain the kids. Event Sponsorship: -Welcome Home supports local sports by hosting an over 40 men's softball tournament every fall. Banners, signs, and uniforms are adorned with the Welcome Home logo.
