Course Project Part 2

Adonny Reyes

DeVry University

MKTG-425-61626

Personal Selling & Sales Management

Professor: Scott Eckert

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f) ................................................................................................................................................................ 7
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h) ............................................................................................................................................................... 7
I) ................................................................................................................................................................ 7
j) ................................................................................................................................................................ 7
k) ............................................................................................................................................................... 7
L) ............................................................................................................................................................... 8
M).............................................................................................................................................................. 8

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1)
Reflect back to the communication style assessment you completed at the beginning of

the course. Each of the four styles is represented within the 20 accounts you are expected to

contact and maintain. Using the details in Chapter 5 regarding adapting and flexing your style,

consider how you will need to adjust your approach and communication style/delivery. Select

one contact from each of the four styles and discuss how you will need to flex and adapt your

approach to match that of the client. Ms. Kerri Mathers from Mercy Hospital is a directive

communication style so while communicating with Ms. Mathers need to keep the relationship

businesslike. While speaking with Ms. Mathers I will need to speak in a well-organized style.

Have a goal with our primary objectives to help determined ways that we can support and

execute the improvement to her network system. Keep my questions specific to the topic

discussed and making sure to notate answers to reflect back after the meeting. Allow the

customer to direct the meeting and to maintain control of the meeting. Ms. Judith Albright from

Piccadilly Studio is an emotive communication style so speaking with Ms. Albright stay one step

ahead of Ms. Albright. Bring enthusiasm to your proposal. Take some time to build a friendly

relationship with the customer. Ask questions that allow them to express their opinions and

plans. Maintain eye contact and always listen to what the customer has to say after you ask a

question. Showing the fact to the customer without over analyzing the information is imperative

to a good working relationship. When presenting your plan make sure to include the customers

opinions and ideas to the meeting showing the customer that you understand what they are

looking for

Mr. Timothy P. Ellis from Ellis Enterprises has a reflective communication style while

speaking with Mr. Ellis make sure you have all the facts available for their review because they

like to examine everything carefully. Present your information to the customer in a very precise

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and orderly manner without a lot of small talk added. While in a meeting keep small talk to a

minimum and dont become overly emotional during the meeting. Keep your personal emotions

away while conducting business. My take some time to make the final decision to purchase or to

not purchase your product.

2)
For the sale quota I want fair and balanced quotas, I also want clear, defendable sales

goal assignment to illustrate how quotas were assigned. For this purpose I calculate worldwide

gap to be allocated total goal minus retain revenue goal. Proportionally allocates goal based on

last year actual sales plus increase based on relative potential compared to all territories.

3)
Aeroflot Airline, Bryan Enterprises, computer Products, Ellis Enterprises, Engineering

Software, Johnson and Associated and landers engineering may have to complete the needs

analysis and these are in the discovery stage. Modern Design, Murray Dzines, Piccadilly studio

and quality builders have high potential for closing but they have not had the need analysis

completed yet.

4)
I want to purchase Bryan Enterprises and Ellis Enterprise but some threats also exist from

this account such as the probability of these account are less than other account and the sales are

less beneficial. The security risk also there in these accounts.

5)
Lakeside Clinic is currently in need of presentation, and has a total of 84 locations. Dr.

Gray is very interested in replacing his current server with ours. Completing, and submitting a

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current proposal to Dr. Gray before our next meeting is vital to any potential future deal closure.

This way I could prepare in informative, direct, and fact based presentation outlining the

reasoning of the proposal. Dr. Gray would appreciate this, being his communication style is

Directive. Which clearly means he would enjoy a no-nonsense, to the point, fact based, business

relationship. This would impress Dr. Gray, and help solidify a decision to close a deal.

6)
The plan to negotiate against customer pushback has many variables, and tactics. Some

of these plans are effected by time constraints such as closing dates, and sales forecast previously

mentioned above. Other variables that exist or percentage to close, profit margin, relationship

with customer, and even communication styles. I would take all these factors into play, and

develop my strategy on a case, by case basis. The most common tactics would be intent listening,

note taking, relationship building, and customer needs. By doing the mentioned above, I will be

able to effectively anticipate the customers needs, giving me a better advantage to closing sales.

If I can make the customer happy through meeting their needs, I will close sales.

7)
I would use the summary-of-benefits close approach when a customer isnt completely

knowledgeable about our product. Since the customer has already received all of the important

information about our product and services showing them how the benefits would outweigh the

costs. Instead of repeating information that the customer doesnt fully understand by breaking

down the benefits that they would experience with purchasing your product opens the customers

eyes to benefits that they might have over looked while dealing with the technical information

presented earlier.

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 When the customers do not have a knowledge about the network we use closing the sale

techniques there are three types of techniques that are direct closing, assumption close and

limited choice close. The direct close when the customer is asked directly about his buying

decision. The assumption close when the customers body language indicates that he has already

made the purchase decision. The customer a limited positive choice to make the buying decision

easier, more so when the customer is not able to make up his mind.

8)
a)
I feel this account in still in early stages where I could step into the other sales persons

place without losing a lot of ground

b)
To touch basis after the needs discovery meeting that was scheduled in December

c)
I will speak in a lighthearted and relaxed manner getting to know the customer. Listen

carefully to his feedback from the needs analysis. Taking notes and notating any possible

concerns or objections.

d)
I would try to have a one on one meeting with Ian Cortez. I feel that if at all possible a

meeting in person allows you to open the channel of communication faster than trying to

communicate on the phone. In in person meeting is not available I would like to Skype in

keeping the one on one meeting even if we are not in the same room. This also helps build

relationships faster than speaking over the phone.

E)
I would open with casual conversation to build a rapport with the contact

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f)
This contact is currently in the needs analysis pending appointment. Once the needs

analysis is completed calling and speaking with the contact about the information that was

provided to answer any lingering questions about our product and services.

g)
There is a lot of information provided for this customer and its very detailed. The prior

sales person has built a friendly rapport with the customer. If anything I feel a little bit more

information about the service we could provide his company could come in handy.

h)
Even if the presentation stage has already occurred, discuss which visual aids are most

effective. Justify your answer. I would provide different testimonials from other customers to

show how satisfied others are with our product or services. I would also use some different

diagrams showing how our network works versus the current network they are using. I would

also provide a demonstration of our fast high speed internet and downloading capabilities.

I)
High speed internet, transfer large graphic documents with other firms. The internet

needs to sustain 250 employees and transfer compressed graphic files to other companies

j)
Ian seems very knowledgeable about computer network systems. Based upon the

information we provide him about our network and program we could get possible push-back

from the customer. Bring in Joe from tech services to answer any questions he might have about

the system and network.

k)
The customer is currently running on a Novell system that cannot completely support

their needs for high speed internet and large file sharing

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L)
Explain your answer. I think the summary of benefits close would work best within this

situation. The buyer has all the facts we have also demonstrated the speed of our network and

high speed internet

M)
Give me feedback on the information that I provided. If I am not headed in the right

direction with is customer I need constructive criticism on how to head in the right direction to

get this system sold to the customer and secure a long term relationship with the customer

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 References

1. Commeiras, N., Loubes, A., and Bories Azeau, I. 2013. Identification of organizational

socialization tactics: The case of sales and marketing trainees in higher education.

European Management Journal, 31(2), 164-178.

2. McGarry, Caitlin. "New Apple TV Hits Store Shelves as First Wave of Shipments

Arrive." Macworld. IDG Consumer, 30 Oct. 2015. Web. 22 Nov. 2015.

3. Palencher, Joseph. "Roku Is Winning The Streaming-Video Device Game." Twice.com.

NewBayMedia, 5 Nov. 2015. Web. 22 Nov. 2015.