Personal Selling: Helping Customers Solve Problems

Personal Selling: Helping Customers Solve Problems

Many people are under the impression that in marketing, there are no right and wrong answers. Each decision is based on the marketer’s personal opinion. In reality, that is not true. There are consequences to each decision and as a result, there are right and wrong decisions. In each of the cases, there are right and wrong answers. When answering a question, unless the question states, “in your opinion,” the answer relates to specific information that can be found. The paper must be at least 2 pages, font size of 12, times new roman, and double-spaced. If you find that your case is less than that, you are definitely missing something. Complete and submit the following case assignment: Assignment: Answer questions 1-4. 1. Using questions in the sales presentation Approach can achieve certain objectives. Identify those objectives and their importance to the overall sales process. What type(s) of question(s) does Michael ask, identify and describe two of them. 2. Does Michael use the SELL sequence and FAB in his presentation? If you believe so, identify 2 instances. Describe the scenario. 3. In your opinion, which sales presentation method did Michael use? Explain your answer and describe specific examples to support your answer. 4. Explain the Customer Benefit Plan and describe if Michael used it in his presentation. If he did use it, describe the specific points he makes.

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