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University of Phoenix Material
Appendix B
Selling Model Outline
A selling model includes five steps, as described in Figure 2.3 on p. 36, Ch. 2, of Selling Today.
To develop a sales model for Furniture to Go, Inc., answer the following for each step of the selling model:
Step 1: Develop a Personal Selling Philosophy, due Week 2
• How will you communicate to the salespeople the importance of adopting the marketing concept? Note: The foundation of the marketing concept is customer satisfaction.
• Should the company use a transactional or consultative approach?
• What selling methods or techniques are necessary to understand the customer’s needs?
• What is the best way to communicate with different personalities?
Step 2: Develop a Relationship Strategy, due Week 2
• Describe specific techniques salespeople can use to build customer rapport, trust, and mutual respect to ensure a positive long-term relationship.
• What policies should the company implement to encourage salespeople to develop a positive self-image, integrity, ethics, and a professional image?
Step 3: Develop a Product Strategy, due Week 2
• Explain specific actions that the company can take to ensure that each salesperson is a product expert.
• Describe strategies that salespeople can learn to know how to sell specific product benefits and propose product solutions to fit each customer’s needs.
• How will salespeople use price and delivery to encourage decisions among buyers?
• What methods should the company use to make sure salespeople understand and know their competition?
Step 4: Develop a Customer Strategy, due Week 3
• How will the company determine the customer’s buying process to ensure salespeople engage the customer so their efforts match each stage of the customer’s buying process?
• How will the company make sure their salespeople retain existing customers and find new customers?
Step 5: Develop a Presentation Strategy, due Week 3
• Describe specific techniques salespeople can use to anticipate and address customer concerns and closing.
• What methods can the salespeople use to ask for referrals after closing the sale?
• Describe how the company can help salespeople overcome rejection and maintain a positive sales attitude.
• What policies should the company adopt to provide postsale follow-up? How are the salespeople involved in the process?
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