Please see attached screenshot for the problem. The book being referenced is: Se

Question

Please see attached screenshot for the problem. The book being referenced is: Selling Today (12th Edition) by authors - Michael Ahearne, Gerald L Manning, Barry L Reece. ISBN - 0132109867. Thanks! Reference Chapters - 15 and 17

1. If you were selling home electronics equipment, do you think you would be most likely to suggest the purchase of related, new or better quality merchandise? Explain the reasons for your answer. 2. Your sales staff includes four people, one of whom has gone above and beyond the call of duty to bring in sales this year despite personal problems and a slow economy. Because of the economic slowdown, you cannot reward the person financially. How would you reward that person?

Explanation / Answer

1.) If you were selling home electronics equipment, do you think you would be most likely to suggest the purchase of related, new or better quality merchandise? Explain the reasons for your answer.

Ans:- If I were selling home electronic equipments, first I want to know the need of the customers before suggest the purchase of related, new or better quality merchandise. As a sellman first ask some question to know what kind of product the buyer want to buy or diagonsis of their needs . There is no need to confused to the buyers showing lots of alternative option . After getting his/her needs the sales person give the best product according to their needs and choice . Because sales person has the more symmetric information of that electronic equipments . If you can take an example if a buyer buy a colour televison there are so many factors enhance the product quality such as Cost, size, warranty period, power saving option, link to mobile or laptop etc. A sales person believe the customers need will be fullfill by additional features with the same budget which complement and enhance to the customers purchase. According to the author this will add to the customers purchase and relationship as a buyer and sellers .because I the sales person give the proper suggestion for his product and customer should be satisfied with his purchase . Thats the ultimate result of the selling of a products

2) Your sales staff includes four people , one of whom has gone above and beyond the call of duty to bring in sales this year despite personal problems and a slow economy.Because of the economic slowdown, you cannot reward the person financially. Howwould you reward that person?

Ans:- If I am running my business with a small sales staff with 4 people and one of the sales person has done a tremendous work which increase the sales volume at the time of crisis time . I can not reward the person financial because my company sales slow down for economic crisis but I can give a a certificate or best sales person trophy as token of appreciation and take all the four staff for a dinner . Because no doubt that person has done well but without team effort it can not be success.

This type of small rewards and token of appreciation push or motivate the sales persone work hard and improve himself/herself always.

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