Assignment: Personal Selling
After watching the video ICX - Personal Selling: Helping People Solve Problems.
Answer each of the questions below:
I. What kind of personal selling approach does Michael use? Explain why.
II. What classification or type of sales job does Michael have? Explain why.
III. Name three qualifications or skills that Michael strongly displayed. Give examples of how he displayed each one.
IV. Describe three trust builders that Michael displayed. For each, give an example of what he did.
V. Describe three knowledge bases that Michael used to help build trust. For each, give an example of what he did.
VI. Describe ICX's Needs Gap. What's the actual state? Desired state?
VII. Describe the type(s) of buyer needs that ICX had: functional, situational, social, psychological, and knowledge.
VIII. What steps of the organizational (business) buying decision process were actually observed in the video?
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Step
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What Did You Observe?
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i. Recognition of Problem
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ii. Determination of Characteristics
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iii. Description of Characteristics
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iv. Search/Qualify Potential Sources
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v. Acquisition & Analysis
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vi. Evaluation of Proposals
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vii. Selection
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viii. Performance & Feedback
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IX. What type of purchasing decision is illustrated (Chapter 3, pages 67-69)? Explain your answer.
X. What are the different roles of the buying team (users, initiators, influencers, gatekeepers, deciders, purchasers)? Then what are their primary communication/social styles?
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Role
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Role/Responsibilities
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Primary Social Style
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Michael
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Salesperson - No need to complete this section
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Margo (CEO)
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Bill (Sales VP)
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Jennifer (CFO)
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Howard (Project Head)
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