chapter 13- Personal Selling and Sales Promotion
The salesperson featured in the video, Dominic DeMarino, is a Pacemaker Defibrillator Sales Representative for Medtronic. As part of his job, he is often invited to large hospitals to participate during open-heart surgeries in order to ensure the company's medical devices are working properly. Based upon this description, Dominic could best be described as a(n) __________.
field sales representative
To overcome the many obstacles Medtronic faced in winning the large hospital's business, Dominic worked diligently to demonstrate his dependability. He showed the hospital how his product would create efficiencies and he made himself available to the doctors 24 hours a day, seven days a week. In so doing, Dominic was practicing ________.
value selling
A particularly rewarding aspect of Dominic's sales job is that it requires him to check in on patients after their heart surgeries to make sure that their Medtronic pacemakers and defibrillators are working well. This corresponds to what phase of the selling process?
Follow-up
The video describes an instance in which Dominic discovered that a heart surgeon had just taken a new job at a large hospital where Dominic's major competitor's contract was up for renewal. What phase of the selling process corresponds best to this discovery?
Prospecting
During the __________ phase of the sales process, Dominic researched and identified a number of key factors that might preclude the hospital and doctor from considering the Medtronic product line.
pre-approach