Closing the Sale

Assignment 9 Go to www.youtube.com and watch the video of the Brian Tracy on 24 Techniques of Closing the Sale (60 minutes). If the link does not work, try this: vimeo.com Review Exhibit 13.10 on page 407 – “The Seven Deadly Sins of Business Selling.” This exhibit provides some examples of what salespeople should not do during sales calls. Select three closing techniques and create three sales situations, where you could try using the techniques. Assignment 10 Go to www.youtube.com and watch the video of Amy Cuddy in Scotland entitled “Your Body Language Shapes Who You Are” (21 minutes). Also, read the attached article on nonverbal communication. Some of the personal characteristics that Chapter 13 emphasize to improve customer relationships are shown below: Care for the customer Take joy in their work Find harmony in the sales relationship Have patience in closing the sale Be kind to all people Have high moral ethics Be faithful to their word Be fair in the sale Be self-controlled in emotions Which traits do you excel at, and which ones do you need to improve? Include in your answer your body language style. For example, if you are lacking in control over your emotions, do you clinch your fists when upset, or cry easily if someone complains about your service. Case Study 1 – “What They Didn’t Teach Us in Sales Class” Attached Files: File What they did not teach us in sales class….docx (15.707 KB) Case 1 – “What They Didn’t Teach Us in Sales Class” (see attached case if you do not have access to your book) Read Case 1.1 on pages 34-35 of the textbook and answer the following 5 questions. Should Rick Lester “turn in his keys”? How should Mr. Brown handle this situation? What should he say to Rick? How can firms reduce high turnover among new sales personnel? What can firms do to increase salesperson status? What can professors do to better prepare students in sales classes? Case Study 2 – “Skaggs Manufacturing” Attached Files: File Skaggs Manufacturing.docx (13.283 KB) Read Case 4.1 Skaggs Manufacturing on page 128 of the textbook (should you not have access to the book, the case is attached) and answer the following 2 questions: What nonverbal cues did the salesperson, John Andrews, experience when contacting Martha Gillespie? If you were John Andrews, how would you have handled the situation? Case Study 3 – “Telemax, Inc.” Attached Files: File Telemax.docx (13.428 KB) File Right_for_the_Customer_or_Right_for_the_Salesperson.pdf (307.131 KB) Read the attached article regarding ethics. Read Case 7.3 Telemax, Inc. (attached if you do not have a book) on page 225 in the textbook and answer the following 4 questions: What are the main ethical issues, if any, in the case? Describe each ethical issue. What are Ellen’s options? How do the three levels of moral development relate to Ellen’s situation? What would you do? Provide any additional comments as related to the article. Case Study 4 “Central Hardware Supply” Attached Files: File Closing_the_Sales.pdf (24.136 KB) The attached article reinforces the need to close throughout the entire sales process. The official “close” where the prospect decides to buy or not buy the product/service typically occurs at the end of the sales process; however, you as the salesperson should close at each step along the way. Read the article and reflect on the two questions below: What does it mean to close at each step of the sales process? How can integrating closes throughout the sales process limit surprises and better assure a positive result? Read Case 12.2 on page 383-384 – “Central Hardware Supply” and answer the following questions: 1. The best way to handle this is to: Follow his suggestion. Ignore his request and try a second close. Probe further. You might ask: “The fact that you have to think this over suggests that I haven’t convinced you. Is there something I’ve omitted or failed to satisfy you with?” 2. What would be your second and third choices? Why?