Please review the youtube link and answer the questions below. Source: CCCMarker

Question

Please review the youtube link and answer the questions below.

Source: CCCMarkering (2012). Professional Selling Serving Customers—Serving the Firm

Retrieved from https://www.youtube.com/watch?v=IHAHOgXpSok

The main body of this video covers three learning objectives: (1) the role of salespeople--salespeople have several important roles in an organization (selling, meeting buyers’ needs, and providing marketing information back to decision-makers); (2) the structure and content of a consultative sales call; and (3) the major types of salespeople-- order takers, order getters, and supporting salespeople.

After watching the video please, answer the following case questions:

1. Why would a company maintain a sales force when other less expensive methods of completing and supporting sales transactions could be used?

2. Describe how consultative selling works. Is consultative selling always the best approach?

3. How would you feel knowing that the contacts you wear were sold to the eye doctor who prescribed them?

Explanation / Answer

One question at a time:

There may be availability of the less expensive methods for completing and supporting sales transactions but not for the work sales executives perform. The sales executives work as front line executives and face of their company. They impression makes customer to believe in the company without actually knowing the company.

Everyone in a corporation benefits when their sales people represent the whole company and makes sales. They create and maintain mutually beneficial relationships with customers and hence work toward creating a long term relationship instead of creating just a single transactional relationship.

The sales representative utilizing this way to deal with customer as well as instructs the client on the most proficient method to better utilize

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