withinm ai baying context. Think of a purchase process you were involved in as a
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withinm ai baying context. Think of a purchase process you were involved in as an end-user consumer (not an organizational buyer). Can you list people who played these buying center roles in your purchase? Try to connect as many specific people to specific buying center roles as you can. 9. Explain the differences among a new-task purchase, modified rebuy, and straight rebuy. How will each situation alter the way a salesperson approaches a client? 10. How does CRM offer advantages to salespeople in terms of information man- agement? What are some of the problems you could predict for salespeople in firms that do not use CRM? Ethical Dilemma Jennifer Lancaster found herself in an uncomfortable situation. Two years ago she graduated from college at the top of her class and took a sales job with Gracie Electronics. Although she had several offers and different career options, Jenni- fer felt a career in selling offered the best chance to apply her skills while doing something she enjoyed. After an extensive training period, she was given her own territory in Arizona with several large, established clients and great potential for new business Jennifer also began volunteering in an after-school program for high-risk teen- agers. As part of Gracie Electronics' commitment to employees and local com- ties, the company supports employees' involvement with local charities and gives them time off to volunteer Jennifer found her sales work very rewarding but was faced with a significant challenge: balancing the time commitment t with her volunteer work in this important nonprofit organization. USING INFORMATION TO UNDERSTAND SELLERS AExplanation / Answer
1. A sales job is a difficult one because there is a need to be continuously available throughout the day, either to get some contract signed or to wait for a meeting with some prospective client. Cumulatively, such factors make it challenging to create a work-life balance.
In this case, Jennifer is in a dilemma as to whether attend the meeting with her customer or dedicate her time to the non-profit organization she has been volunteering with. If Jennifer does not turn up for the meeting, then the company Gracie Electronics might lose a prospective contract and consequently lose business with its best customer. In my opinion, Jennifer should prioritize her professional commitments and attend the meeting with Dynamic Manufacturing Systems. Since she is on the Board of Advisors at the non-profit, she can hold a meeting again with other advisors to learn about the direction of the organization in the next 5 years.
2. As a salesperson, I will adhere to the following steps to create a work-life balance:
3. Some other challenges a person might face in balancing a sales career and personal life are:
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