Question

Personal Selling 7.1 , 7.2 10th Edition

1. Think about either a best friend you have now, or one you had before. Assume that a salesperson wanted to sell that person an important product or service. The salesperson would like to find a good focus of receptivity for your friend. Whom would that be? Do you think the focus receptivity you just identified would cooperate with the salesperson?

6. In From the Buyer’s Seat 7.1 the buyer encouraged salespeople to learn about the culture of the buying organization. List three ways a person can learn about the buyer’s organizational culture.

Answer 1

If i had t tell the sales person about the focus of receptivity of my best friend, i would ask him to talk about the discounts which on she will be getting on the products.She gets very excited with the idea of special offers or discounts and tends to end buying goods even if it is not needed at the moment. He should then try to focus his attention on selling beauty products and the highest grossing offers as this would really encourage her to buy more influencing her. To know more about a buyer's organizational culture the good thing would be to try interacting with them on the relations the employees hold with each other and with the higher management. It will also help to understand the connects and links that these people have so that we can understand how vast the network is and how all this is managed. Then they should also interact with the employees about the work life balance and how much happy they feel on the prospect of having the current role they are working with. It will also be good to understand the growth opportunities which people get in these organizations and how well they are able to use it.