Lackawanna MKT230 2021 November Discussions Latest (Full)

MKT230 Salesmanship & Sales Management

Module 1 Discussion

DQ1 Reflecting on the Steve Harrison video and the content on building trust, how can you sell your favorite brand or product to your classmates?  How can you use the S.E.L.L. methodology? 

DQ2 After reflecting on this week's readings and video, what are three ways that you can earn trust in a new relationship?  Apply concepts from Steve Harrison and the concepts from Trust based selling (Chap 1)  and the methods of earning trust (Chap 2).

 

MKT230 Salesmanship & Sales Management

Module 2 Discussion

DQ1 In his Ted Talk, Jack Vincent talks about selling as a love affair.  How can you use storytelling to inject "love" into the sales process and build relationships with buyers. Specifically what buyer needs and communications styles might best respond to this form of selling?

DQ2 After reading Chapter 3 and the related notes, what can you do to assist a buyer along the 8 stages of the buying process (Fig 3.1)?

 

MKT230 Salesmanship & Sales Management

Module 3 Discussion

DQ1 Communication/Listening Skills are critical to understanding your client's objectives and being an effective sales person. Chapter 4 reviewed a number of question types and methods of questioning  that enable successful salespeople.

Using the content covered in the module, explain why talking WITH buyers is better than taking AT buyers is critical to success. Use specific examples of the types of questioning methods to use.

DQ2 Self confidence is an effective attribute for a salesperson.  That confidence comes from preparation, practice and positivity.

After watching and reflecting on the Ivan Jospeh video, what preparation tools discussed in the lesson can you use to give you self-confidence to talk with customers/buyers every day?

 

MKT230 Salesmanship & Sales Management

Module 4 Discussion

DQ1 Creating Effective Sales Dialogue

Effective sales dialogue means knowing your customers:  what they need, what they care about.  Buyers and buying teams vary in communications style.

What can you do create an effective sales dialogue with the buyer of computers for the head of IT for Lackawanna College? How would you research who the buyer(s) is? Be specific and process and tools you can use.

DQ2 MAYA

Most people like things simple and familiar.  After reflecting on the video and the content of the week, how would you apply MAYA to a sale of a new technology?  What tools and terms from Chapter 7 could you use to make the new tech relevant?

 

MKT230 Salesmanship & Sales Management

Module 5 Discussion

DQ1 Sales Tools Realtors Use to Help Home Buyers

Being an effective sales person means getting a commitment or "getting a close".  There are a tools and strategies to overcome objections and answer client's questions.  Realtors have a number of tools they can use to develop leads, nurture prospects, stay in communication and make the searching, buying and closing process easy.

You are a realtor. What tools can you use to earn a commitment from house buyer? How would you find out about a client's needs/desires?  Be specific. Discuss

DQ2 Confidence to Ask for the Order.

To get the sale, you have to ask for the sale.  How are you going to get the confidence to ask?

Practice, preparation, listening, overcoming objections, answering questions.

Reflecting on Amanda Palmer , trust based selling vs transactional selling, and the content from this module, how can you “ask for the sale” as a professional sales person? When would you ask for a sale?

 

MKT230 Salesmanship & Sales Management

Module 6 Discussion

DQ1 Be Prepared

Discussion Question 1: Be Prepared

Being prepared with research, practice and rehearsal makes the sales process go smoothly.

Using the notes, reading and theory of Trust Based Sales, how would you manage yourself and and your team to prepare for a successful sales presentation? (if you need help, imagine you are a selling outdoor advertising space to Verizon Wireless in the very competitive cellular market (Links to an external site.))

https://insights.digitalmediasolutions.com/articles/phone-provider-wars (Links to an external site.)

DQ2: Sales Technology

Sales tools via technology, digital, mobile has given sales people much more information and data than ever before.  Using the examples from the entire class and reflecting on Section 10.5 in this chapter, what technology or tools can you use to help gather information to help prioritize customers and deals? Be specific.