How can a salesperson effectively communicate product features of office chairs?

marketing

Description

 

This is assignment is based on the content from Chapters 6-8 specifically and is worth 50 points total.   

Section A: (20 points)

1.      How can a salesperson effectively communicate product features of office chairs?  Identify and explain how four or more communication tools could be used (4 pts.)

 

 2.      Sometimes things don’t go the way you plan them.  What would you do in each of the following situations with reference to the type of sales aids you would use?  What would you say to the customer in each of the scenarios identified? Be as specific as possible and be sure to identify the specific verbal and visual tool you would use.

  

v  The buyer says, “Look, I don’t want to see a bunch of pictures and charts! Just tell me how you’ll save me money.” (1 pt.)

 

  v  You hand the prospect a page from your price book. He takes it, looks at it, then opens his desk drawer and tosses it in. Because your industry has severe price competition, your company’s policy forbids you to hand out your price sheet to anyone (1 pt.)

 

  

v  You offer the prospect a sample of your new food product. He tastes it, makes a face, and says, “That really tastes awful!” (1 pt.)

 

  

v  You are showing your buyer some items in the portfolio, and you accidentally knock it off the desk. The rings open up, and the pages scatter all over the floor (1 pt.)

 


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