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Unit 2 class 4

by: odette antabi

Unit 2 class 4 Mkt 340

Marketplace > University of Miami > Mkt 340 > Unit 2 class 4
odette antabi
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complete notes for class 4 part 1 and part 2
Professional Selling
Ian Scharf
Class Notes
class 4 notes unit 2 sharf UM MKT340
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This 5 page Class Notes was uploaded by odette antabi on Monday March 21, 2016. The Class Notes belongs to Mkt 340 at University of Miami taught by Ian Scharf in Spring2015. Since its upload, it has received 20 views.

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Date Created: 03/21/16
Unit 2, class 4 part 1 I. Referrals Importance: - half of the sales people don’t even ask for referrals fear of it, the system does not ask for it. - of the half that asks ¾ ask the wrong way: - bad: do you know anyone that can help me - can I give you my business cards so you can pass them out - give me a list within a week Methods to ask: 1. Isolate faces for people to see: pay attention during report building for ways. 2. Urgency: how would you like to do what I do fro living? If they say no if you did what I do, what 5 people will you call immediately without hesitation? 3. Letterman: write a list in inverse order from 5 to 1. Ratio 3.8 names. They want to finish it II. Stage 4. Confirmation meeting Purpose: deliver or install product/ service Components: 1. Review what they purchased 2. Insure initial use of the product 3. Create systems for reordering 4. Set up a review schedule 5. Referrals and introductions 6. Blank line interactive, do what they want III. Stage 5. Review meeting Purposes: 1. See what is happening since last meeting 2. Anticipate changes going forward 3. Get referrals Give them a list with all possibilities that can happen in their life and blank boxes give them to mark Components: (same as stage 4) 1. Review what they purchased 2. Insure initial use of the product 3. Create systems for reordering 4. Set up a review schedule 5. Referrals and introductions 6. Blank line interactive, do what they want How often to conduct them: - Every 3 months in the first year - Every 6 months during the second year - Once a year life after When you have many clients and you don’t have time for all do Account Classification: take out your clients and divide them into categories each year A best client , mandatory face to face B Should get face to face C either face to face or letter or email to get a face to face D letter to set face to face E review over the phone If they don’t answer letter or email you do it over the phone IV. Managing your career 1. Understanding your needs? - How much structure do I need? If you need a lot sales is not for u - How are you motivated? Externally, internally - How do you manage stress? Situational ( by a event then goes away)/ felt stress (by where are you in life) 2. What do you have to offer: - Skills: you acquire them. If you don’t practice you loose the, - Knowledge: things that you learn. If you decide to stop learning they will pass you - Qualities: unique about you 3. the company - Their needs: what they are missing - What do they have to offer: out of their mission statement 4. Resume - One page/ one sided - Purpose get an interview - Easy to read: no effort required - Kill objective statement - Do not list references by name. have 4 references available. 1 for each personality type. Depending on interviewer give them - Special skills: make them special - Do not put your GPA unless is 4.0 - If you did any list. Deans list ( fall 2016) - Have a 10 min story for everything that is there 5. Interviews: - Stress: put you in this position. Maintain your composure - Panel: multiple people in one place. Ask for their cards. Place them in front to know who they are. Find the leader - Group interview: beet other applicants. Resist the temptation to beet the top one. Ask open ended questions. People are attracted to better listeners 6. Tips: - Research the company - Search for any Um alumni take them out for coffee to see the company’s culture - Get good night of sleep night before - Do not arrive late if not reschedule - Do not get more than 20 min before Safe questions: - Ask interviewer: what do you like most of what you do - What are your favorite chances - Where did you get started? Questions to get: - Tell me anything about you what do you want me to talk about personally, academically? Follow up: 10 days Part 2 I. Formal negotiation Planning for the negotiation session:  Location: should be neutral  Time allotment: do not set deadlines. Best days: tues/wed/thu in the morning Objectives - Target: hope to achieve - Minimum: least you can accept - Opening: initial proposal Individual Behavior:  Competing: highly assertive, highly uncooperative. Wants to win  Accommodating” highly unassertive, highly uncooperative  Avoiding: highly unassertive, highly uncooperative. Do not reach solution  Compromising: middle assertive, middle cooperative. Partially satisfying both sides  Collaborative: highly assertive and highly cooperative. Try to maximize both sides Win-loose Negotiators: Give up concessions  get you emotional  Good guy- bad guy routine: 2 sales people working together. One is flexible, one is inflexible  Lowballing: 2 people negotiating. One gives the impression that is over but on reality it is continuing  Emotional outbursts: when you get someone to say I need help to give concession  Budget limitation tactic: minimize the price in the small picture, but in reality it is in the big  Browbeating: take someone’s enthusiasm in the beginning of the negotiation session. How to handle win loose strategies  Detach yourself: do not say a word let the emotion you are feeling become logical  Acknowledge their position and then respond: make them repeat again take it out  Build them a bridge: take the good of what they said and incorporate it in your final solution  Warn, but not threaten: threat happen if you do not get your way. Warning: happen if they do get their way Tips on concessions: ( give up something) 1. Do not make a concession until you see all the others persons demands 2. Every time you make a concession get one back  don’t feel guilty 3. Concessions should gradually decrease overtime 4. If concessions do not meet your objectives say no 5. All concessions are tentative until agreement is signed.


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