MARK 3337 Study Guide - Midterm Guide: Prospect New Orleans, Subculture, Sales Intelligence
13 Oct 2017
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Process by which the salesperson uncovers and clarifies a customer"s problem, works with the customer to create a vision of how things could be better and then develops a plan for implementing the vision. Product strategy: well conceived plan that emphasizes becoming a product expert, selling specific benefits, and configuring value-added solutions. Product configuration software: identifies options, pricing, delivery schedules. Treat customers as if they were guests in your home. Richard(little guy): only spoke about features, no benefits. Tommy(big guy): demonstrated what the product could do, but talked negative about competition and offended buyer important in situations where the purchase represents a major buying decision determining whether or not the proposal adds value. [cost benefit analysis] determines the actual cost of the purchase and savings the buyer can anticipate from the investment. Competition- understanding it & knowing how to address it.
