Thomas Edison State University Sales Discussion
Question Description
Im studying for my Business class and need an explanation.
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1.Suppose that you are a salesperson for one of the products or services listed below.
Personal computers
Carpet
- Financial planning
- Clothing
- Moving services
- Life insurance
- As a salesperson for your chosen product or service, suppose that you are about to talk to a prospect who has given you no indication of her needs relative to the product or service. Your task is to come up with questions that will tell you the customer’s needs. To do so, you are expected to perform each of these steps
- Form the specific questions that you would ask to find your prospect’s needs.
Identify the type of each question (information-gathering, probing, confirmation, summary-confirmation).
Explain why you chose these questions and how you think they would help you establish buying motive and ultimately make the sale.
2.After reading the section on ‘Stress Management’ in Chapter 16 of your Selling Today textbook answer the following questions.
In what way is each of the four moderators of stress mentioned in the text important to people in the sales field?
Which of the four, in your opinion, is the most important, and why?
