Sales 2.0 and the Personal Selling Process This activity is important because ma

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Sales 2.0 and the Personal Selling Process

This activity is important because marketing students should understand how digital and social media marketing are transforming selling processes: a concept known as Sales 2.0.

Rachel is a management student who is interested in one day working as a human resources specialist. For a class assignment in her business communications class, she has been asked to deliver a presentation on a relevant business topic of her choice. Being an avid social media user, Rachel has decided that she wanted to look into how social media is changing the way businesses and their employees interact with customers. As part of her research, she has found extensive coverage relating specifically to how salespeople are using social media throughout the personal selling process. The goal of this exercise is to assist Rachel by categorizing each of nine (9) social media related sales activities she has found in her research into one of five stages of the personal selling process: prospecting, pre-approach, approach, presentation, or follow-up.

For each of the activities that Rachel has uncovered, select the appropriate step of the personal selling process.

1. Conduct research on target market to find out which social media platforms buyers tend to be using.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

2. Post a provocative question on a LinkedIn discussion group in order to initiate conversation with new prospective customers.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

3. Use Google alerts to create notifications about when prospects or customers experience an event that might trigger a possible sales opening.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

4. Review the LinkedIn profiles of prospects that visited the trade show to see if they have connections in common.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

5. Comment on a customer’s blog with a shared link to great relevant content.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

6. Retweet a prospect’s twitter post about the new draft pick made by the local NBA team.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

7. Customize an introductory email template in order to better match the expressed interests of a prospective client.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

8. Publish a Powerpoint slide deck on Slideshare so that buyers can easily access info from a salesperson’s presentation at a later point.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

9. Ask an enthusiastic new client whether they might be able to refer you to prospect who is listed as a connection on their LinkedIn profile.

(Click to select)  Prospecting  Pre-Approach  Approach  Presentation  Follow Up

Explanation / Answer

1. Conducting the research is going to form a part of the pre-aproach. The analysis and the results derived from reserach will act as inputs for defining the final approach. The rsearch will result in identifying the right target group for the product line.

2.Posting a provocative question on LinkedIn will form a part of the approach. This would entail gathering stronger responses and understanding the consumer behaviour for consumption of online content targetting sales of a product.

3. Creation of google alerts to identify prospects will form the prospecting aspect of the sales. The possible prospects are triggered to the owner, as and when they access the content. This would enable understanding of the user navigataion behaviour and placing the right content at the right page to ease navigation and hit the product page faster.

4. Review of the linkedin profiles would enable understanding the common connections and finding of stronger and more propsecting from the network of the existing users. This will also form a part of prospecting.

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