Question

1, "Salespeople are communicators not manipulators "what does it mean? Why is it 2, Identify whether each of the following is a B2B or B2C selling channel: aSelling a fence to a dog training company important to know the difference in sales Selling business card to a small business owner Selling food to a school for cafeteria Sselling energy drinks to spectators at a race 3. Describe the difference between the prospect and the lead 4. What does it mean to sell solutions? Write an Example of solving not selling 5. What are the types of purchase? Name at least three TASK You are a sales representative for medical supplies and just took on a new prospect Springfield Nursing Homes, a regional chain of twenty-two nursing homes. You contact, but you are not clear if he is a decision maker. In the past, the company has allowed each nursing home to make its own purchasing decision. But it's moving toward a more centralized approach. This is an excellent opportunity for you to present your comprehensive product line. have a English (US) inancia...017.pdf SALES...ACT.pdf

Answer 1

1) The salespeople are the communicators and they are not manipulators. To be a salesperson, it is important for the them to have some specific characteristics. They need to have the ability to connect with the customers and engage them as much as possible in the purchasing process. The salesperson who are effective always try to communicate with the customers in such a ways so that they can understand their internal desires. They communicate effectively to build relationships with the customers which later builds trust between them.

The salesperson not only has a good speaking ability , but also needs to have a good listening skills which helps to make a good communication. It can be said that a proper communication is very much needed to be successful as salesperson who talk a lot are mostly remain unsuccessful. Besides, listening builds relationship with the customers as they would feel valued and would be interested in buying the products.

It is important for the salesperson to understand the differences in communication and manipulation as communication can bring positive effect on the sales whereas manipulation can bring negative effect on the sales.

2) a) B2B.

It is a B2B process as the person is selling the fence to a dig training company which is transferring of goods from business to business person.

b) B2B.

Selling business card to small business owner is actually a business to business process where one business is selling things to other business.

c) B2C.

It is a B2C process as a company here is selling food to a school's cafeteria. The school is the consumer and the business is who is selling the food.

d) B2C.

Here also the business is selling the energy drinks to the spectators who are the consumers here. The consumers came to watch the race.

Hope this helps :)