Consultative selling

3.1 Geographical Structure The most classic form of organising a sales force is geographically, which involves assigning each salesperson to a specific region or territory and given sole responsibility for sales achievement (Jobber and Lancaster, 2015). An advantage of this structure is that it encourages strong relationships between salespeople and customers due to their close geographical proximity. A geographical structure can also optimise the time spent in the presence of customers as the…

Sales force structures are critical for every company. Sales force structures allow companies to distribute their products to their customers effectively. How a company compensates its sales force is just as important as how the company structures the sales force. In order to meet the expanding role of sales in the cabinet hardware company, a territorial sales force structure and a salary plus bonus commission plan should be used. A territorial sales force structure “assigns each salesperson…

the specific needs of a particular customer. Another benefit to personal selling is that it offers customers the chance to receive immediate feedback to any questions or concerns they may have. While this marketing method has shown to be highly successful, it is not without its…

internet as a form of selling products online as they use devices like Mobile phones and computers. Tesco uses direct selling in order to keep up with their competitors as it is positive for them since it helps them attract new customers. This way they will be able to get new and loyal customers. Along with Tesco, other website like Oxfam also uses direct sales. However, their purpose for using it is different to Tesco as they use it so that they can get more money by selling products to help…

Chapter 5 Discussion Questions – Page 163 1. I agree moderately with the opinions presented here. It seems that this database is poorly designed, and therefore difficult to use. The concerns expressed here seem justifiable based on two facts; first, the salesperson did try to use the database without much success, and second, all the users seem to have trouble with this database. Other factors that may attribute to problems with this database might be that the other salespeople do not want to…

Mamet’s work suggests that the nature and the importance of business ethics are crucial when selling because if you are unethical during the process, this will be known when the transaction is done. Conducting ethical procedures in a business is a necessity because they are a proponent to the morale of the employees. When ethical behavior is treated…

#1 comes into this business with nothing more than the gift of gab. He was told most of his life that he should be a salesman because he had this gift and one day he decided to give it a try. He managed to get hired and was told he could start selling as soon as he learned how to fill out a buyers order. A more experienced salesperson was assigned to help him for the first few days and then off he went into his new career. “It’s a piece of cake!” the old timer told the newbie. He’s still…

The author’s example “the agent only stands to personally gain an additional $150 by selling your house for $10,000 more” (91). This shows the reader that there is not any incentive to wait for a larger asking price. The authors provide examples of showing the difference in the amount of money the realtor has to gain and the seller makes…

Reece (2011) explains that people who possess a high level of emotional intelligence have many qualities needed in sales such as being optimistic, having empathy, proper social skills, being about to adapt and much more. The win-win approach to selling in my perspective is when both the buyer and the seller are satisfied with each other and have a mutual understanding of what they both receive. The win-win approach…

expert at knitting and have created a blog on this subject you can sell ebooks on how to sell your knitting projects at craft fairs. If you plan on using Amazon to publish your ebook you can include links back to your blog or products if you are selling your projects. Don 't just publish one eBook, publish several until you reached your desired…