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SELL 3rd Edition by Thomas Ingram,Raymond LaForge ,Ramon A. Avila ,Charles Schwepker,Michael Williams
Edition 3ISBN: 978-1133188322SELL 3rd Edition by Thomas Ingram,Raymond LaForge ,Ramon A. Avila ,Charles Schwepker,Michael Williams
Edition 3ISBN: 978-1133188322 Exercise 2
The Finish Line
It is two weeks before the end of the fiscal year for NCC. Brenda has already achieved her annual sales quota and is pleased with her performance this year. She knows that she has improved her sales skills and is doing a good job in each stage of the sales process. Her sales manager, Pat Brady, will be working with her in the field this week and then will be performing her annual performance review and discussing it with her within the next month.
Pat Brady and Brenda have just completed a sales call together. Although Brenda did not get the sale, she thought she did a good job and thinks the prospect might contact her in the future about NCC copiers. Pat Brady, however, is disappointed that Brenda did not move the sales process forward. Although the prospect was not necessarily expected to buy during this presentation, Pat thought Brenda missed an opportunity to get the prospect to visit the NCC office for a copier demonstration. This would have moved the sales process forward.
Pat was also thinking about the annual-performance reviews next month. This is always a tense time. Pat is generally satisfied with Brenda's performance last year and with her development as a salesperson. But, as indicated in the recent sales call, she needs to improve her skills in gaining commitment. Brenda could also be more productive if she became more proficient in using some of the new Sales 2.0 technologies, especially Linkedln. These are two areas Pat will address during the annual performance review meeting with Brenda.
Pat and Brenda have just finished the joint sales call and are meeting for a coaching session. Present an example of the dialogue that should take place during this meeting.
Develop a sales training program Pat might use to improve Brenda's skills in gaining commitment from prospects.
Explain to Brenda how she might use Linkedln to increase her sales productivity.
Pat and Brenda are getting ready to have their annual performance meeting. How should Pat conduct this meeting to motivate Brenda to increase her performance next year?
It is two weeks before the end of the fiscal year for NCC. Brenda has already achieved her annual sales quota and is pleased with her performance this year. She knows that she has improved her sales skills and is doing a good job in each stage of the sales process. Her sales manager, Pat Brady, will be working with her in the field this week and then will be performing her annual performance review and discussing it with her within the next month.
Pat Brady and Brenda have just completed a sales call together. Although Brenda did not get the sale, she thought she did a good job and thinks the prospect might contact her in the future about NCC copiers. Pat Brady, however, is disappointed that Brenda did not move the sales process forward. Although the prospect was not necessarily expected to buy during this presentation, Pat thought Brenda missed an opportunity to get the prospect to visit the NCC office for a copier demonstration. This would have moved the sales process forward.
Pat was also thinking about the annual-performance reviews next month. This is always a tense time. Pat is generally satisfied with Brenda's performance last year and with her development as a salesperson. But, as indicated in the recent sales call, she needs to improve her skills in gaining commitment. Brenda could also be more productive if she became more proficient in using some of the new Sales 2.0 technologies, especially Linkedln. These are two areas Pat will address during the annual performance review meeting with Brenda.
Pat and Brenda have just finished the joint sales call and are meeting for a coaching session. Present an example of the dialogue that should take place during this meeting.
Develop a sales training program Pat might use to improve Brenda's skills in gaining commitment from prospects.
Explain to Brenda how she might use Linkedln to increase her sales productivity.
Pat and Brenda are getting ready to have their annual performance meeting. How should Pat conduct this meeting to motivate Brenda to increase her performance next year?
Explanation
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SELL 3rd Edition by Thomas Ingram,Raymond LaForge ,Ramon A. Avila ,Charles Schwepker,Michael Williams
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