14 May CENTRAL INDUSTRY PACKING COMPANY- ONE DAY SALE WITH SALESPERSON
Central Industry Packing company- one day sale with salesperson
Order Description
3. Customer Relations Analysis (minimum of 2 pages, maximum of 4) {30 points}
A. Although you should observe and take notes on all of your calls, choose only one call on which to report. Of course, you should choose the call that you found the most interesting and rich in detail.
B. This should be a detailed summary of what happened coupled with matching analysis of why it happened. Try to organize this action chronologically.
C. Specifically you must include:
1. Examples of verbal and non-verbal communication, which must include observations about:
Maslows Hierarchy and Social Styles
vocal inflections
body language
any other relevant aspects of the setting, the sales reps behavior or the buyers behavior
2. Analysis of the Selling Process, which must include:
a. How did your salesperson prepare for this call? This section might include a summary of long-term and short-term sales and call objectives and strategies.
b. What opening techniques were used?
c. What type of presentation was made?
d. How were objections handled?
e. Did your salesperson close? What techniques were used?
f. What follow-up arrangements were made?
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