Most high-performing salespeople have adopted sales strategies that emphasize value-added selling. How do salespersons sell products...
Most high-performing salespeople have adopted sales strategies that emphasize value-added selling. How do salespersons sell products with the value-added product-selling model?
Homework Answers
Salespersons sell products with the value-added product-selling model by developing a long term and relationship building oriented sales mentality. This model shuns a short term and transaction oriented sales mentality. Under the value-added product-selling model customers are not treated as a means to an end but rather the end themselves. Salespersons sell products with the value-added product-selling model by a strong amount of customer focus. The objective is to bring the maximum amount of value to the customers.
Under the value-added product-selling model salespersons concentrate on maximizing the value that the transaction will bring to the table, they do not focus on pitching the product in a hollow manner and thus filling the pipeline.
Salespersons, under this model, start by developing a comprehensive understanding of the product and about the needs and requirements of the buyers. The salesperson then determines how the product can optimally be used to satisfy the needs and requirements of the buyer. Thus besides focusing on value added aspect of transaction salesperson also focus on the value received aspect of the sales transaction under this model.
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Most high-performing salespeople have adopted sales strategies
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ead the article "How the Internet Has Changed the Salesperson's
role". Then provide your thoughts on the following questions:
In transactional sales situations, the personal sales agents
will be obsolete 10 years from now.
Discuss if you:
(1) agree or disagree,
(2) why, and
(3) provide examples of organizations
here is the aricle
Oct 13, 2017 - Matthew Cook, Director of Sales Enablement
Practice
The
art of selling has been dramatically altered since the rise of the
internet and the...
Read the article "How the Internet Has Changed the Salesperson's role". Then provide your thoughts on the fo...
Read the article "How the Internet Has Changed the Salesperson's
role". Then provide your thoughts on the following questions:
In transactional sales situations, the personal sales agents
will be obsolete 10 years from now.
Discuss if you:
(1) agree or disagree,
(2) why, and
(3) provide examples of organizations
here is the aricle
Oct 13, 2017 - Matthew Cook, Director of Sales Enablement
Practice
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ead the article "How the Internet Has Changed the Salesperson's
role". Then provide your thoughts on the following questions:
In transactional sales situations, the personal sales agents
will be obsolete 10 years from now.
Discuss if you:
(1) agree or disagree,
(2) why, and
(3) provide examples of organizations
here is the aricle
Oct 13, 2017 - Matthew Cook, Director of Sales Enablement
Practice
The
art of selling has been dramatically altered since the rise of the
internet and the...
Read the article "How the Internet Has Changed the Salesperson's
role". Then provide your thoughts on the following questions:
In transactional sales situations, the personal sales agents
will be obsolete 10 years from now.
Discuss if you:
(1) agree or disagree,
(2) why, and
(3) provide examples of organizations
here is the aricle
Oct 13, 2017 - Matthew Cook, Director of Sales Enablement
Practice
The art of selling has been dramatically
altered since the rise of the internet and the...
Cane Company manufactures two products called Alpha and Beta that sell for S205 and $164, respectively. Each product uses only one type of raw material that costs $8 per pound. The company has the capacity to annually produce 127,000 units of each product. Its unit costs for each product at this level of activity are given below: Alpha S 40 Beta S24 22 Direct materials Direct labor Variable manufacturing overhead Traceable fixed manufacturing overhead Variable selling expenses Common fixed expenses...
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