Test Bank for SELL, 4th Edition Thomas N. Ingram

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Product details:

• ISBN-10 ‏ : ‎ 1285164725
• ISBN-13 ‏ : ‎ 978-1285164724
• Author: Thomas N. Ingram; Raymond W. (Buddy) LaForge

UNIVERSAL CONTROL CORP. Background Universal Control Corp, is a leading supplier for process control systems and equipment used in a wide variety of production and distribution applications. You have taken a sales representative job with Universal, and having just completed training, you have been given a territory of your own. Your district manager has provided you with a list of accounts (on following page) as well as several boxes of notes and files that had been assembled and used by your predecessor. These are the accounts cur­rently buying your products. You are expected to build these accounts and add new accounts to the list as you increase your territory’s sales performance. You have summarized the account information into the summary set of account profiles, which follows. Develop a portfolio classification of accounts and assess the allocation of sales calls your predecessor made over the past year.

Table of Contents

1. Overview of Personal Selling.
2. Building the Trust and Sales Ethics.
3. Understanding Buyers.
4. Communication Skills.
5. Strategic Prospecting and Preparing for Sales Dialog.
6. Planning Sales Dialog and Presentations.
7. Sales Dialog: Creating and Communicating Value.
8. Addressing Concerns and Earning Commitment.
9. Expanding Customer Relationships.
10. Adding Value: Self-Leadership and Teamwork.
11. Sales Management and Sales 2.0.

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