Category Archives: COM 539 (recent)

COM 539 Final Exam Guide (New,2018) recent

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COM 539 Final Exam Guide (New, 2018) recent

1. Relative to Americans, Canadians are more likely to be:
Happy and casual
Educated and informal
Bilingual and formal
Sociable and casual

2. Which of the following is an acceptable method of negotiating the price objection?
Apologize for the product’s high price
Clarify the link between price and quality
Make price the focal point of your presentation
Focus on an individual product feature

3. John Bieland, the equipment buyer for Great Lakes Manufacturing, purchased two large riveting machines from Hoseke Corporation’s sales representative, Lindell Ross. Because of a clerical error, the machines shipped a day later than scheduled, which put the delivery truck in the middle of a blizzard that shut down roads for several days. By the time the machines were delivered by Hoseke Corporation, they were a full week late. John Bieland sends an email to Lindell, cc’ing the CEOs of Great Lakes Manufacturing and Hoseke Corporation, expressing his dissatisfaction. What should Lindell offer to John to rectify the situation?
Lindell should discount any further purchases by half.
Lindell should refund John’s money.
Lindell should send John 2 recent machines
Lindell should consult with John to find out what would help him regain trust in Lindell and Hoseke Corporation.

4. Managing an organization’s personal selling function to include planning, implementing, and controlling the sales management process is called:
Sales control
Sales supervision
Sales leadership
Sales management

5. With respect to the sales training process, after Brenda is done assessing the sales training needs, she should begin working on:
Performing sales training
Setting training objectives
Setting the sales training schedule
Evaluating training alternatives

6. Developing a long-term relationship that focuses on solving the customer’s buying problems is referred to as:
consulting
transitioning
selling
partnering

7. Steve is looking for a way to analyze customer data from his territory in an effort to identify recent opportunities for sales revenue growth. _______________ could help Steve with this task.
Deal analytics
Sales call auditing software
Cloud computing
Customer Relationship Management

8. The primary goal of a ____________ presentation strategy is to influence the prospect’s beliefs, attitudes, or behavior, and to encourage buyer action.
persuasive
value
sensory
reminder

9. Which of the following is true with respect to negotiations in foreign cultures?
Business rituals are largely the same across cultures
It is sometimes advisable to become antagonistic during negotiations
German buyers are unlikely to look you in the eye
Different cultural expectations can cause miscommunication
10. The most widely used system for dividing responsibility is to organize the sales force on the basis of:
Products
Geography
Markets
Customers

11. JoAnn has a website for her business. She advertises her business on a number of online services, but she is not sure which ones are driving traffic to her website and which are not worth the money for advertising. The best thing for JoAnn to do is:
All websites are public so there really is not a way to determine how people find a website.
Buy advertising everywhere
Only advertise 1 or 2 places and see if her sales go up or down
Use a service such as Google Analytics® to determine what websites and searches are bringing traffic to her site.

12. The most likely reason for salespeople to make follow-up telephone calls to customers is that:
sales managers cannot make all the calls themselves
customer service representatives cannot be trusted to make the calls
the customer may place repeat orders during a phone call
follow-up calls are more efficient than e-mails

COM 539 Week 4 Customer Satisfaction Strategy recent

COM 539 Week 4 Customer Satisfaction Strategy recent

Select a company with which you are familiar. The company should have a sales force and customer service division.
You are in charge of coming up with a customer satisfaction strategy to help the organization increase sales and customer satisfaction.
Part 1
Create a 1,050- to 1,400-word customer satisfaction strategy. In this strategy include the following:
• Identify parts of the sales process that can result in improved or reduced customer satisfaction.
• Examine the importance of follow up to the sales relationship. How does follow up help increase customer satisfaction?
• Explain how the unhappy customer also presents opportunities within the sales process.
• Determine the relationship of customer service and sales within the organization.  Does the relationship seem to support the customer?  Do sales and service appear to work together or is the relationship adversarial?
• Recommend ways to change this relationship to improve customer satisfaction.
• Discuss the ways this change to the service and sales relationship will benefit the organization as a whole.
Part 2
Create a script of no more than 350 words addressing unhappy customers. The cause of the unhappy customer is up to the team and can include more than one cause and the script(s) should include the following:
• The script is a response to an unhappy customer.
• The script includes an option for refunding or exchanging a product or service.
• The script allows you to regain the customer’s trust. 

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COM 539 Week 3 Sales Prospecting Strategy recent

COM 539 Week 3 Sales Prospecting Strategy recent

Create a 10- to 15-slide Microsoft® PowerPoint® presentation in which you develop a Sales Prospecting Strategy. In this presentation you will include the following:
• -Discuss methods for identifying perspective clients. -
• -Explain when and where to start prospecting.
• -Examine how to use competitive analysis.
• -Discuss the role of competitive analysis in prospecting and the sales process.
• -Analyze the uses of Customer Relationship Management (CRM) systems.
• -Identify potential CRM systems.
• -Recommend a CRM system and include the rationale for the recommendation.
Format your presentation consistent within APA guidelines.

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COM 539 Week 2 The Elevator Pitch recent

COM 539 Week 2 The Elevator Pitch recent

Identify a product that you would like to sell and the customer or audience to which you will deliver your sales pitch.
Write a 200- to 250-word written elevator pitch. The elevator pitch should include:
• “Hook”
• The problem
• The solution
• Your product’s differentiation
• Value
Format your assignment consistent with APA guidelines.

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COM 539 Week 2 Negotiation, Persuasion, and Sales Presentation 2 Sets recent

COM 539 Week 2 Negotiation, Persuasion, and Sales Presentation recent

Share, among team members, examples of experiences making significant purchases that required negotiation such as a car purchase, home purchase, etc.
Create a 12- to 16-slide Microsoft® PowerPoint® presentation, including detailed speaker notes, that includes the following:
• Did the sales people connect emotionally during the sales process?  Provide examples from the members’ experiences of successful or failed attempts.
• Did the sales people appear to use active listening?  Provide examples of how this was done or areas of opportunity to do this.
• Did the sales people engage in negotiation during the sales process?
• Did the sales people engage in using persuasive techniques during the sale?
• Provide examples of persuasion and negotiation. How were these different?
• Were any objections conveyed?  How did the sales people handle objections?  Was a purchase ultimately made or did the sales people fail to overcome the objections?
• Did the sales people seem ethical and trustworthy?  Why is this important in the sales process?
Format your presentation consistent with APA guidelines.

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COM 539 Week 1 Email Introduction & The Sales Process recent

COM 539 Week 1 Email Introduction & The Sales Process recent

 

Part 1
You are a sales representative who is contacting a prospective client you have never met. You want to introduce yourself and your product or service via email and set up a time to discuss things further.
Write a 250- to 350-word email in which you introduce yourself and your product or service to the recent client. The email also needs to include a request to follow up by phone or in person.
Part 2
Write a 350- to 700-word paper in which you examine your choice of communication style for the introductory email and its role in the sales process.  Be sure to do the following in your paper:
·         Describe the relationship between your chosen communication style and adaptive sales techniques.
·         Explain how not knowing your clients personality and other attributes affects your choice of communication style.
·         Describe how the sale process develops during the course of an interaction with a customer. What role does an effective introduction play in this process?
Format your assignment consistent with APA guidelines.

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