Pre-Work Assignment Professional Selling participants are asked to complete the following pre-work self-study in advance of the 3-day program: Topic 1: Keys to Sales Success Read entire Topic and complete Study Questions 1-5 and Assignments 1-3 Module 1 Topic 2: The Consultative Selling Approach Read entire Topic and complete Example #1 ExtraBrands Questions 1-5 and Study Questions 1-5. Module 2 Topic 3: Personality Traits for Sales Success Read pages 2-1 through 2-9 and complete Personality Traits Reflection. Topic 5: Attitude Maintenance Read 3-3 through 3-7 and complete Attitude Reflection. Read 3-9 and complete Stress Index Scoring. Topic 6: Time Management Complete Assessing Your Time Management Obstacles Module 3 Topic 7: Professional Behaviour and Development Read pages 3-41 through 3-46 and complete Ethics Reflection.
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2010 Professional Selling pre-work€¦ · 1. What role does question-asking play in successful consultative selling? 2. What is ROI Selling, and why is it important to present your
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Pre-Work Assignment Professional Selling participants are asked to complete the following pre-work self-study in advance of the 3-day program:
Topic 1: Keys to Sales Success Read entire Topic and complete Study Questions 1-5 and Assignments 1-3
Module 1 Topic 2: The Consultative Selling Approach Read entire Topic and complete Example #1 ExtraBrands Questions 1-5 and Study Questions 1-5.
Module 2 Topic 3: Personality Traits for Sales Success Read pages 2-1 through 2-9 and complete Personality Traits Reflection.
Topic 5: Attitude Maintenance Read 3-3 through 3-7 and complete Attitude Reflection.
Read 3-9 and complete Stress Index Scoring.
Topic 6: Time Management Complete Assessing Your Time Management Obstacles
Module 3
Topic 7: Professional Behaviour and Development Read pages 3-41 through 3-46 and complete Ethics Reflection.
4. Explain why it is so important to take a more consultative approach to sales today?
5. In this chapter we discussed the importance of possessing significant
product/industry/company knowledge, as well as a great deal of pride for those same things.
(a) What would happen if a sales professional had significant product/industry/company knowledge, but little pride in those same things? Specifically how would it impact sales results…and why?
(b) What would happen if a sales professional was very proud of his or her products,
industry, and company, but was not a very deep expert in these areas? Specifically how would it impact sales results…and why??
1. Recognizing that you have just begun this program, using the chart below, assess your own knowledge, skills, and abilities on the five core Keys to Sales Success. Be introspective and honest. How would your manager score you on each item? What about your colleagues? How about your customers?
Low High 1. Product/Industry/Company Knowledge and Pride Product/Industry/Company knowledge and expertise 1 2 3 4 5 6
Pride in your Industry, Products/Services, and Company 1 2 3 4 5 6
2. Sales Personality Traits 1 2 3 4 5 6
3. Self-Management Skills 1 2 3 4 5 6
4. Strategic Planning Skills 1 2 3 4 5 6
5. Influential Communication Skills 1 2 3 4 5 6
(a) List the items below on which you scored yourself less than 4 on the scales above. What
in developing a presentation that would include offering alternative ways of satisfying Bell’s expectations.
They realized that if a substantial portion of these expectations could be met, they would acquire a significant amount of business, and they would be developing an effective method of selling that could be passed on to the entire sales force. In fact, they were able to come up with such a plan, and at the end of a three-hour- plus presentation to Bell, the five regional managers, and one other executive, Lyle asked Bell what he thought the next step should be.
Bell asked how soon they might get together to develop a strategic plan. Over the next 13 months, ExtraBrands sold just under 1,000,000 pounds of coffee to NIB, and the sales force was trained to sell by asking questions to determine customers’ needs. Sales in a little over two years went from 300,000 pounds to well over 10 million. The company’s market position went from sixth to first, and Lyle was promoted to division manager. Example #1 ExtraBrands Questions 1. What was the significance of the fact that ExtraBrands had been in business for 75 years and was
the second biggest food products manufacturer in the world?
2. Why was “sounding like a product brochure” not getting business?
3. What kind of questions did Lyle ask? Why?
4. What commitment did Lyle get from Bell and how did he get it?
5. What was the “Business Case” Lyle built in this discussion?
Personality Traits Reflection Evaluate your personality… Take the time to look inward. Evaluate your personality in light of each of the areas discussed on pages 2-3 to 2-9, then decide which traits you need to develop and which ones represent strengths so they can be used to your advantage. Develop a list of things you plan to do over the next year regarding your personality.
As you accomplish each objective (or feel you have), cross it off the list and start on the next one. Keep in mind that changing certain aspects of your personality takes time, and you shouldn’t try to address too many at once. Therefore, set priorities in your list and take things one step at a time.
1. Which of the personality traits do you feel currently contributes the most to your sales success? Why?
2. Which personality trait do you feel you would benefit the most from improving? Why?
3. Think about times in your past when you were feeling optimistic or pessimistic. What where
some of your thoughts and actions during those times?
Optimistic Pessimistic
4. Note times in your past when you displayed agent behaviour and victim behaviour. Agent Behaviour Victim Behaviour
STRESS INDEX SCORING Score 1 for each “yes” answer, and 0 for each “no” answer. Your total score can be interpreted as follows:
Under 7 There are few hassles in your life. Make sure that you are not trying so hard to avoid problems that you shy away from challenges.
7 to 13 You have your life pretty much in control. Work on the choices and habits that could still be causing some unnecessary stress in your life.
14 to 20 You are approaching the danger zone. You may well be suffering stress-related symptoms, and your relationships could be strained. Think carefully about choices you’ve made and take relaxation breaks every day.
Over 20 Emergency! You must stop now, rethink how you are living, change your attitudes, and pay very careful attention to your diet, exercise, and relaxation programs.
Do you frequently ... YES NO Neglect your diet? Try to do everything? Blow up easily? Seek unrealistic goals? Fail to see the humour in situations others find funny? Act rudely? Make a “big deal” of everything? Look to other people to make things happen? Have difficulty making decisions? Complain you are disorganized? Avoid people whose ideas are different from your own? Keep everything inside? Neglect exercise? Lack supportive relationships? Use psychoactive drugs, like sleeping pills or tranquilizers, without a physician’s approval?
Get too little rest? Get angry when you are kept waiting? Ignore stress symptoms? Procrastinate? Think there is only one right way to do something? Fail to allot yourself relaxation time? Gossip? Race through the day? Spend a lot of time feeling bad about the past? Fail to get a break from noise and crowds? Index adapted from 60 Ways to Make Stress Work for You by Andrew F. Slavy, PIA Press (1988).
Many reports around here are never read or acted upon.
I have to spend too much time getting the information I need.
I have not used a time log in the past year.
My telephone is a constant source of interruptions.
A lot of time is wasted on telephone tag.
Our telecommunications system is not efficient.
Our communications systems (mail, email, switchboard, etc.) need improvement.
Many of our policies, rules, and procedures are bureaucratic.
I do not have a good follow-up system.
My personal files are not well organized.
I spend a lot of time getting information for other people.
I do not know enough about how our systems work.
I wish someone would help me organize how to do some things.
HOW DID YOU SCORE ON EACH CHART?
Any statement with which you strongly agree indicates a specific problem you need to work on.
For each chart, if you strongly agree with four or more statements, or if you strongly agree or mildly agree with more than eight statements, you have a serious problem that is having a negative impact on your performance and job satisfaction. Make a note of these time-management strengths and weaknesses.