Sales Communication Worksheet
COM 373
Sales Communication Worksheet
Scenario 1 – Older Adult
Approach #1 – This is not the best approach. You are overwhelming the customer, and he is already confused. (worst option)
Approach #2 – This is the best option. You are engaging the customer in a friendly, nonthreatening manner. (best option)
Approach #3 – This is neither the best nor the worst approach to take. This is unlikely to happen, but it could. This action is probably too passive of an action for a real salesperson. (middle option)
You Chose Approach 2
Reasoning: By understanding how Bob uses the equipment, the salesperson is able to understand the customer better. In doing this, the salesperson can find the correct product to fit his needs without overwhelming him. As an older adult Bob's needs will most likely be different than a young family with children. Different products are available for different needs. A salesperson can better understand Bob by asking specific questions and truly listening. Thus, relieving the tension Bob is feeling.
Scenario 2 – Office Administrator
Approach #1 – This is not the best approach. You should not bypass anyone in the sales process. Each person in the sales process should be sold on the product. Use your communication skills to get her to open up to you as a person and persuade her to see you as a solution to her problem. (worst option)
Approach #2 – This is neither the best nor the worst approach to take. You are behaving too passively. She may call you, but this is unlikely. (middle option)
Approach #3 – This is the best option. You probably should not start right in on a sales-type call, but you are asking open-ended questions to which most people will give you some kind of answer to work with. (best option)
You Chose Approach 3
Reasoning: The office administrator needs to know you care about her and not just about getting a commission. She is already reluctant to meet...