devry mktg425 all week discussions latest 2015 december [ all 14 discussions ]

week 1 diss 1

The Evolution of Professional Selling (graded)

What is meant by the term marketing concept? How has this concept been extended into the professional selling models discussed this week?

week 1 diss 2

The Importance of Professional Salespeople (graded)

Everyone is a salesperson. Do you agree or disagree with this statement? Explain your answer briefly.

Communicating and Adapting (graded)

Take the Communication Style Assessment located in the Doc Sharing tab above. What did this assessment classify your communication style as? Which area(s) do you agree with and which do you feel the assessment was incorrect about? Did anything in particular stand out to you from the assessment?

diss 2

Building Value Through Expertise (graded)

In what areas does a professional sales person need to create expertise? How do each of these areas relate to building trust and relationships?

Ethics in Professional Selling and Marketing (graded)

Figure 3.5 in your textbook contains the code of ethics for members of the American Marketing Association. Is this code adequate to cover professional sales people as well or should sales professionals have their own governing code of ethics? Explain your answer.

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Value of Partnerships (graded)

Why is partnering described in our textbook as the highest-quality selling relationship? What aspects of today's information economy have influenced the importance of building partnerships?

week 4

The Buying Process (graded)

Think of a large or significant purchase you made recently. Was it a personal or business purchase? Describe the process and/or steps you went through using the typical buying process model in Figure 8.3.

Identifying Potential Customers (graded)

What is the difference between a suspect, a prospect, and a customer?

week 5 diss 1 Presentations That Add Value (graded) Describe the Six-Step Presentation Plan. Which step do you think is the most important and why? diss 2 Needs Discovery Questions (graded)

Chapter 11's Selling In Action presents a number of techniques for uncovering customers’ needs. Which one do you consider the most effective? Explain your answer briefly.

week 6 diss 1

Negotiating Through Concerns (graded)

In Chapter 13's Selling In Action, Chester Karass is quoted as saying "In business, you don't get what you deserve, you get what you negotiate." Do you agree with this statement? Why or why not?




week 6 diss 2

Closing the Sale (graded)

Which steps of the Six-Step Presentation Plan do you think make closing the sale easier if done well? Which stages make closing unlikely if not done well?

Continual Growth Opportunities (graded)

Review each of the four dimension of opportunity management discussed in Chapter 16. Which of these dimensions do you feel you need to work on first? If you improved in the dimension(s) selected, what would the affect be?

Maintaining the Partnership (graded)

Are customer complaints something a sales person should fear or is there something to be gained from embracing the complaints?