BUSN1091 Consultative Selling Week 6 Review Questions 25 points Review Questions
ID: 391756 • Letter: B
Question
BUSN1091 Consultative Selling Week 6 Review Questions 25 points Review Questions 1. What client organization have you chosen to be your business partner in a consultative relationship? In 80 words or more, briefly describe the organization: name, location, purpose, overall product/service profile, target market. 2. In 80 words or more, briefly describe the client’s problem scenario. What are the facts that describe their current status and perhaps their desire/need for change? 3. In 80 words or less, describe how your product or service might be able to provide a solution. Would this be a new task purchase, straight purchase or modified rebuy? Explain. 4. Describe the buying decision-making process? Would it involve a buying center? Would the decision involve one person, one person with input from others, etc.?
Explanation / Answer
1. The organization which can be chosen as a business partner in a consultative relationship is the organization ABC. This organization is located in the prime location of the market L and has a good accessibility for the customers. The organization is a supermarket which provides one time shopping for the customers. The purpose of the organization is to establish its business operations in new markets. The target market of this organization is all over UK. The organization has a good reputation and credibility in the market in which it is currently operating.
2. The current issue which the organization ABC is facing is the severe competition. Since there is numerous numbers of organizations or the supermarkets are operating in the current market, it is losing its sustainability. Through extending its business to new markets, it can make a strong footprint in its market and can achieve competitive advantage. Through considering the research outcome of the organization ABC, it can be identified that the profitability and the number of customer inflow has been reduced considerably.
3. Through entering into partnership with the organization ABC, the existing problem can be sorted. Our organization has branches throughout UK which is the primary need and requirement of the organization ABC. Through this partnership they can exhibit their products and services through our outlet and can establish their business throughout UK as per their desire. This action can be considered as a modified purchase as new products and services has been added to the already existing products and services through this partnership.
4. The buying decision making process involves the consultative selling of the sales person through understanding the needs and requirements of the customers. The buying decision can also be influenced by the buying center as the infrastructure contributes to the credibility. This decision is certainly influenced by the friends and relative etc.
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