Loading...

Messages

Proposals

Stuck in your homework and missing deadline? Get urgent help in $10/Page with 24 hours deadline

Get Urgent Writing Help In Your Essays, Assignments, Homeworks, Dissertation, Thesis Or Coursework & Achieve A+ Grades.

Privacy Guaranteed - 100% Plagiarism Free Writing - Free Turnitin Report - Professional And Experienced Writers - 24/7 Online Support

Response checks and check backs are most commonly used

27/10/2021 Client: muhammad11 Deadline: 2 Day

Sales Dialogue: Creating and Communicating Value

7

Describe the key characteristics of effective sales dialogue

Explain how salespeople can generate feedback from buyers

Discuss how salespeople use confirmed benefits to create customer value

Describe how verbal support can be used to communicate value in an interesting and understandable manner

Learning Objectives

LEARNING OUTCOMES

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2

Discuss how sales aids can engage and involve buyers

Explain how salespeople can support product claims

Discuss the special considerations involved in sales dialogue with groups

Learning Objectives (continued)

LEARNING OUTCOMES

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

3

7.1 Keys to Effective Sales Dialogue

‹#›

Exhibit

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

The content in the exhibit is listed as follows:

The most effective sales dialogues:

1. Are planned and practiced by salespeople.

2. Encourage buyer feedback.

3. Focus on creating value for the buyer.

4. Present value in an interesting and understandable way.

5. Engage and involve the buyer.

6. Support customer value through objective claims.

4

Check-Backs or Response-Checks

Questions that salespeople use during a sales dialogue

Help generate feedback from the buyer

Employed to:

Confirm benefits and assess buyer’s level of interest

Evaluate the level to which the salesperson has handled a buyer’s objection

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

5

7.2 Illustrative Examples of Check-Backs

‹#›

Exhibit

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

6

Creating Customer Value

Identify confirmed benefits for the buyer

Confirmed benefits: Benefits that the buyer indicates are important and represents value

Present a recommended solution

Emphasize product features that will produce the confirmed benefits desired by the buyer

Helps maintain long-term buyer-salesperson relationship

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Ethical Dilemma

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

8

Interesting and Understandable Sales Dialogue

Verbal support elements

Voice characteristics

Examples

Anecdotes

Comparisons

Analogies

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

9

7.3 Reasons for Using Sales Aids

‹#›

Exhibit

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

10

Types of Sales Aids

Visual materials

Electronic materials

Product demonstrations

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

7.4 Tips for Preparing Visual Materials

‹#›

Exhibit

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

.

12

7.5 Guidelines for Product Demonstrations

‹#›

Exhibit

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

13

Using Sales Aid in the Presentation

Develop multiple aids to create a positive impact

Increase effectiveness by using the SPES sequence

S - State the selling point and introduce the sales aid

P - Present the sales aid

E - Explain the sales aid

S - Summarize

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Proof Providers

Facts that lend believability to claims of value and benefit

Statistics

Statements from satisfied users of the selling organization’s products and services

Testimonials

Testimonials in a story or anecdotal form

Case histories

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

15

Group Sales Dialogue

Involves salespeople interacting with buyer groups

Salespeople should:

Prepare for tough questions from the buyers

Engage in preselling

Preselling: Presenting the product or service to individual buyers before presenting it to the whole group

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Sales Tactics for Selling to Groups

Arrival

Arriving and setting up before the arrival of the buying group

Eye contact

Making periodic eye contact with each member of the buying group

Communication

Soliciting opinions and feedback from each member of the buying group and avoiding taking sides

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

17

Handling Questions in Group Presentation

Salesperson should:

Listen carefully and maintain eye contact with the person asking the question

Repeat or restate the question to ensure understanding

Address the entire group while answering a question from an individual

Answer questions as succinctly and convincingly as possible

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

18

Key Terms

Check-backs or response checks

Confirmed benefits

Verbal support

Voice characteristics

Example

Anecdote

Comparison

Analogy

Sales aids

Visual materials

Electronic materials

Proof providers

Statistics

Testimonials

Case histories

Preselling

KEY TERMS

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Effective sales dialogue can be ensured by planning and practicing

SPIN or ADAPT questioning processes are designed to get the buyer to provide feedback

Help the salesperson identify the confirmed benefits for the buyer

Salespeople can use various sales aids to make an interesting presentation

Should prepare in advance while making presentations to groups

Summary

SUMMARY

‹#›

SELL5 | CH7

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Homework is Completed By:

Writer Writer Name Amount Client Comments & Rating
Instant Homework Helper

ONLINE

Instant Homework Helper

$36

She helped me in last minute in a very reasonable price. She is a lifesaver, I got A+ grade in my homework, I will surely hire her again for my next assignments, Thumbs Up!

Order & Get This Solution Within 3 Hours in $25/Page

Custom Original Solution And Get A+ Grades

  • 100% Plagiarism Free
  • Proper APA/MLA/Harvard Referencing
  • Delivery in 3 Hours After Placing Order
  • Free Turnitin Report
  • Unlimited Revisions
  • Privacy Guaranteed

Order & Get This Solution Within 6 Hours in $20/Page

Custom Original Solution And Get A+ Grades

  • 100% Plagiarism Free
  • Proper APA/MLA/Harvard Referencing
  • Delivery in 6 Hours After Placing Order
  • Free Turnitin Report
  • Unlimited Revisions
  • Privacy Guaranteed

Order & Get This Solution Within 12 Hours in $15/Page

Custom Original Solution And Get A+ Grades

  • 100% Plagiarism Free
  • Proper APA/MLA/Harvard Referencing
  • Delivery in 12 Hours After Placing Order
  • Free Turnitin Report
  • Unlimited Revisions
  • Privacy Guaranteed

6 writers have sent their proposals to do this homework:

Top Academic Guru
Homework Tutor
Top Essay Tutor
Professor Smith
Top Rated Expert
Chartered Accountant
Writer Writer Name Offer Chat
Top Academic Guru

ONLINE

Top Academic Guru

I have read your project description carefully and you will get plagiarism free writing according to your requirements. Thank You

$19 Chat With Writer
Homework Tutor

ONLINE

Homework Tutor

I will provide you with the well organized and well research papers from different primary and secondary sources will write the content that will support your points.

$28 Chat With Writer
Top Essay Tutor

ONLINE

Top Essay Tutor

I have done dissertations, thesis, reports related to these topics, and I cover all the CHAPTERS accordingly and provide proper updates on the project.

$46 Chat With Writer
Professor Smith

ONLINE

Professor Smith

I am a PhD writer with 10 years of experience. I will be delivering high-quality, plagiarism-free work to you in the minimum amount of time. Waiting for your message.

$28 Chat With Writer
Top Rated Expert

ONLINE

Top Rated Expert

As an experienced writer, I have extensive experience in business writing, report writing, business profile writing, writing business reports and business plans for my clients.

$26 Chat With Writer
Chartered Accountant

ONLINE

Chartered Accountant

As per my knowledge I can assist you in writing a perfect Planning, Marketing Research, Business Pitches, Business Proposals, Business Feasibility Reports and Content within your given deadline and budget.

$39 Chat With Writer

Let our expert academic writers to help you in achieving a+ grades in your homework, assignment, quiz or exam.

Similar Homework Questions

What are the paradigms of qualitative research - Over the years juvenile courts have increasingly come to resemble - Australian treatment outcome profile - 12mm bolt torque setting - Economics - End of Life - Apartheid essay thesis - Benchmark case management - Which phase of mitosis does cytokinesis overlap with - Suny levin institute globalization 101 - Critical evaluation essay example - Dsc change installer code - Boeing 747 8 pdf - Spo model - Risk management post test - 2 pole rcd wiring diagram - Walmart inc takes on amazon com case study solution - Business ethics textbook mcgraw hill - Venturi meter experiment lab report conclusion - Calculate the missing amounts in the following table - Essay - Gsb pick your seat - Theodore boone kid lawyer sparknotes - Psychotherapy case summary sample - Acap term dates 2021 - My last duchess theme - Entry 3 reading exam - Rvsm contingency procedures jeppesen - Flowers for algernon movie review - Discussion - Physical properties of paper - Evidence of computer literacy in nursing - Haccp management review meeting minutes template - Blood pressure conversion kpa to mmhg - Philosophy - Sampling - Handmaid's tale reading guide - The alchemists atomic theory date - Bluescope steel price list - I need 900 words in lost tribe essay - How does salt water affect gummy bears - Censure severely crossword clue - Case study 7 pages - Fulham wing royal brompton - Curves international lawsuit - ABs6 - Gorter and grendel 1925 - A shopper in a supermarket pushes a cart - Athlean x shoulder warm up - Information asset classification worksheet - STR/580 wk5 Apply Signature Assignment: Strategic Analysis - Dissemination of evidence based practice in nursing - How are vectors represented graphically - How to get the cumulative relative frequency - Behaviorism Analysis - Discuss Question - Powerpoint 2016 step by step pdf - Bs 5950 part 1 2000 - The number of surface flaws in plastic panels - Sharp el 738 financial calculator - Please see attached - Need in 24 hours - Maslow's hierarchy of needs mnemonic - King edward medical college punjab university - Dichotomism - Genogram oldest to youngest - What is a bailey in a motte and bailey castle - Course Project - K 10 history syllabus - Una vista al museo answers - Silverdale medical practice swinton - Diffusion and osmosis experiment with potatoes - Immune system lymphocyte crossword - Download excel qm for mac - How to audit a class at uc berkeley - Binary to gray code table - Duke public policy phd - 105 springdale road killara - Outward recoil of chest wall - Gator investments provides financial services related to investment selections - Paintball promoter of violence or healthy fun - Freedom on my mind online - Assignment: Legislation Comparison Grid and Testimony/Advocacy Statement - Societal marketing concept of nike - Developing the leader within you 2.0 powerpoint presentation - Skeletal system worksheet answers - How are microorganisms destroyed by moist heat by dry heat - The handsomest drowned man in the world answers - Plan of care for a client who has gastroenteritis ati - Module 8 Discussion - Wave energy advantages and disadvantages - International arab bank of tunisia - Transition to Graduate Study - Capstone Project Change Proposal Presentation for Faculty Review and Feedback (Fall prevention strategies in hospitals.) - Abhor in a sentence - Beach in a simple sentence - Deliverable 4 - Electricity, Magnetism, and Light Compare/Contrast Paper - Assignment: Assessing a Healthcare Program/Policy Evaluation - Regression analysis - Comprehension questions for bridge to terabithia - Time transfixed analysis