Ch. 16 Case Problem – Jose Malara
AEB 3341 Selling Strategically
Name: Edwin Ng Wong__________________________________________________
Read the case problem below, excerpted from Manning, Ahearne and Reece “Selling Today” chapter 16. Based on the information in the case scenario, answer questions 1-5. Type your answers in this word document, save the file as firstinitiallastname.ch16case.doc (ex: kdavidson.ch16case.doc) and upload the completed document to Canvas ‘Assignments.’
Answer the following questions in response to the case problem excerpt above.
1. Which of these elements can make the most important contribution to a career in personal selling? Explain.
For all the five important aspects mentioned, there two following aspects …show more content…
It is often to see the salesperson omitting at least one of the actions planned.
Control of temper: It is always important for a salesperson to keep self-control. While it is very difficult because sometimes a salesperson losses the temper when dealing with customers.
3. How might goal setting be used in conjunction with time management?
Goal setting: this is very important because can be considered as the start of the path for a successful sale and management of the time. For this, a salesperson must be very specific in establishing the goal and the steps to follow. Nevertheless, a goal setting includes a break down of detailed steps that will result in an effective time management.
4. How might a commitment to excellence improve the processes of territory management and records management?
a). Pursuing the customer satisfaction is important in establishing a sync relationship between the client and the salesperson.
b). Managing the territory requires a lot of planning of paperwork. A salesperson committed to the excellence would solve all these problems before in order to focus more in the …show more content…
“Selling Today: Partnering to Create Value.” Thirteenth Edition
Julio Melara, introduced at the beginning of this chapter, has achieved success in several different sales and marketing positions in the fields of radio broadcasting and publishing. Today, he is president and co-owner of the Greater Baton Rouge Business Report and is one of America’s top motivational speakers. He is convinced that success comes to those who have the right attitude and the will to win. Now that he has proved himself in several competitive fields, Melara is ready to share the beliefs and success principles that made a difference in his own career. His success formula is made up of five elements.
1. You have to believe you can achieve your dreams and desires. He likes to quote a verse from the book of Proverbs that says, “As a man thinketh, so he is.” Put another way, “If you believe, you will achieve.” Salespeople tend to behave in a way that supports their own ideas of how successful or unsuccessful they will be. Those who have serious doubts about their capabilities tend to reduce their efforts or give up altogether when faced with major
AEB 3341 Selling Strategically
Name: Edwin Ng Wong__________________________________________________
Read the case problem below, excerpted from Manning, Ahearne and Reece “Selling Today” chapter 16. Based on the information in the case scenario, answer questions 1-5. Type your answers in this word document, save the file as firstinitiallastname.ch16case.doc (ex: kdavidson.ch16case.doc) and upload the completed document to Canvas ‘Assignments.’
Answer the following questions in response to the case problem excerpt above.
1. Which of these elements can make the most important contribution to a career in personal selling? Explain.
For all the five important aspects mentioned, there two following aspects …show more content…
It is often to see the salesperson omitting at least one of the actions planned.
Control of temper: It is always important for a salesperson to keep self-control. While it is very difficult because sometimes a salesperson losses the temper when dealing with customers.
3. How might goal setting be used in conjunction with time management?
Goal setting: this is very important because can be considered as the start of the path for a successful sale and management of the time. For this, a salesperson must be very specific in establishing the goal and the steps to follow. Nevertheless, a goal setting includes a break down of detailed steps that will result in an effective time management.
4. How might a commitment to excellence improve the processes of territory management and records management?
a). Pursuing the customer satisfaction is important in establishing a sync relationship between the client and the salesperson.
b). Managing the territory requires a lot of planning of paperwork. A salesperson committed to the excellence would solve all these problems before in order to focus more in the …show more content…
“Selling Today: Partnering to Create Value.” Thirteenth Edition
Julio Melara, introduced at the beginning of this chapter, has achieved success in several different sales and marketing positions in the fields of radio broadcasting and publishing. Today, he is president and co-owner of the Greater Baton Rouge Business Report and is one of America’s top motivational speakers. He is convinced that success comes to those who have the right attitude and the will to win. Now that he has proved himself in several competitive fields, Melara is ready to share the beliefs and success principles that made a difference in his own career. His success formula is made up of five elements.
1. You have to believe you can achieve your dreams and desires. He likes to quote a verse from the book of Proverbs that says, “As a man thinketh, so he is.” Put another way, “If you believe, you will achieve.” Salespeople tend to behave in a way that supports their own ideas of how successful or unsuccessful they will be. Those who have serious doubts about their capabilities tend to reduce their efforts or give up altogether when faced with major