List and describe the five strategic steps of the Strategic Consultative/ Selling Model
What will be an ideal response?
1. Developing a personal selling philosophy. This involves adopting the marketing concept, valuing personal selling, and assuming the role of problem-solver.
2. Developing a relationship strategy. Success in selling depends heavily on the salesperson's ability to develop, manage, and enhance interpersonal relations with the customer.
3. Developing a product strategy. Products and services represent the problem-solving tools available to salespeople.
4. Developing a customer strategy. Sales and marketing efforts must be organized around the needs and desires of the customer.
5. Developing a presentation strategy. The presentation is a critical part of the selling process because it is at this point that the salesperson determines whether the customer has a need for the product.
You might also like to view...
When research is presented as your own, what ethical issue is taking place?
A) Selective misquoting B) Plagiarism C) Data manipulation D) Incomplete information E) Inclusion of biased material
Email messages should be limited to one topic because
a. some computers cannot display longer messages. b. an email message should not contain competing ideas. c. the recipient might forget to respond to multiple points discussed. d. messages with multiple topics take too long to type.
Exculpatory Clause. Norbert Eelbode applied for a job with Travelers Inn in the state of Washington. As part of the application process, Eelbode was sent to Laura Grothe, a physical therapist at Chec Medical Centers, Inc, for a preemployment physical
exam. Before the exam, Eelbode signed a document that stated in part, "I hereby release Chec and the Washington Readicare Medical Group and its physicians from all liability arising from any injury to me resulting from my participation in the exam." During the exam, Grothe asked Eelbode to lift an item while bending from the waist using only his back with his knees locked. Eelbode experienced immediate sharp and burning pain in his lower back and down the back of his right leg. Eelbode filed a suit in a Washington state court against Grothe and Chec, claiming that he was injured because of an improperly administered back torso strength test. Grothe and Chec cited the document that Eelbode signed, and filed a motion for summary judgment. Should the court grant the motion? Why or why not?
Commercial off-the-shelf software requires permission from the software developers before it can be installed and used
Indicate whether the statement is true or false