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!

You are an experienced salesperson in the sales department of an apparel manufacturing company. Your manager has scheduled a meeting at your facilities in two weeks with an executive group from SmartLook, a clothing retailer. You have been assigned to meet with these important customers. Information you have at this point includes the fact that SmartLook likes to "buy low"', but normally places large orders. However, your company prefers to "sell high." Also, your company might not be able to deliver huge orders unless it invests in new facilities The team SmartLook is sending includes three people: the vice president of marketing, the purchasing manager, and a designer. They are interested in developing a collection for next season and determining a price with you. They also want to place a trial order at the price that would be the same as for a large (bulk) order. They will ask for delivery of the trial order to be made two weeks after you meet with them and agree on terms. Two problems with this request are: (a) the trial order is well below the minimum quantity your company is willing to accept and (b) your company normally needs one month to fill a new order In preparing for the upcoming meeting, answer the following questions: How can you use adaptive selling to deal with the issues in this situation? 10) What will you need to do to create a value-added presentation to the SmartLook group? (Reference: Chapter 11) How can other departments in your company help you build a long-term partnership with (Reference: Chapter 1. 2. 3. SmartLook? (Reference: Chapter 15) What aspects of opportunity management can you, the salesperson, use in coping with these significant customers? (Reference: Chapter 16) What principles of negotiation may play a key role in the meeting with the SmartLook executives? Explain how. (Reference: Chapter 13) What common types of buyer concerns do the following possible statements indicate? 4. 5. 6. a. We are concerned that you will not be able to meet our quality requirements; b. Your price is too high, C. Either take this trial or we will look for another manufacturer. Provide positive approaches you might use to resolve these concerns. (Reference: Chapter 13)

Explanation / Answer

Answer 1:

Adaptive selling can be used to deal with the issues mentioned in this situation, by modifying sales behaviour during the meeting with a team of SmartLook based on the perceived nature of the situation. By making use of suitable presentation and than using communication skills that we will determine by identifying customer’s specific style of interaction in order handle this situation.

Answer 2:

In order to create value added presentation for SmartLook we will need to gain relevant and specific knowledge about the SmartLooks, their requirement, their products, their perspective. We need to conduct SWOT analysis in order to develop our brand’s value statement. In order to build a memorable customer experience we need to give a value added presentation of our organization.

Answer 3:

Other departments of company help in building long term partnership with client by giving their 100 % output in their tasks. The company is not only successful by selling of products. Before selling, other teams in different departments need to perform in the desired way. In this situation, production team can do overtime in order to fulfil SmartLooks order, also accounts department can assign budget that is required for completing the trial order. Similarly, technical department, human resource department can all play their specified roles so that the company can get the order from SmartLooks.

Answer 4:

Aspects of opportunity management that being a salesperson I can utilize while dealing with these significant are: by monitoring our portfolio, identifying trends of sales that are required to satisfy customer and take decisive actions in order to cut cost and maximize profits.

Answer 5:

The principles of negotiation that can play a key role in the meeting with SmartLooks executive are:

Answer 6:

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