Assignment

Select a product or industry with which you are familiar and discuss one or more of the following topics:

• Discriminate between roles in the selling process such as buyer, influencer, salesperson, and sales manager. Who would be a typical buyer? Who would be a typical influencer?
• What would be some of the buying motives? What objections would you anticipate?
• What sales communication styles would be most successful given the buyer profile?
• How would you address the objections using this communication style?
• How would the customer strategy differ between customers in France and the United States?