MARKETING AND PROFESSIONAL SALES

MKT 340 (Dr. Hoyle) Assignment 1 Spring 2019

NAME__________________________

PLEASE ANSWER ALL PARTS OF EACH QUESTION. AVAILABLE POINTS ARE STATED BEFORE EACH QUESTION. IF YOU NEED ADDITIONAL SPACE FOR ANSWERS MAKE SURE TO INCLUDE THE NUMBER OF THE QUESTION IS ASSOCIATED WITH YOUR ANSWERS. ASSIGNMENT IS DUE BY 11:59PM SUNDAY FEBRUARY 24, 2019 VIA BLACKBOARD ASSIGNMENTS SECTION

1. (20 points)

What is position?

How can understanding the Position Progression Model (PPM) help you achieve the top status with your customer? Per Module 1 one thing PPM does is to help to understand your current business relationship. Explain the three other things that understanding the PPM can help you to advance or enhance your current position

2. (10 points) Describe the odds-are factor? Why is it important to you as a sales person?

3. (20 points) During a meeting with decision makers of Acme Manufacturing, a medium size plastics vacuum forming operation, it was shared that a current supplier, which is a competitor of yours, recently was missing delivery dates for critical items and negatively impacting Acme’s ability to meet its promises to its clients. Acme’s CFO, Sarah, was interested in having you submit a proposal for services that they have never sourced from you and your company. What is your current position and why? Briefly describe a strategy based on your answer to the first question?

4. (20 points) You are a recent graduate from CMU Professional Sales program and have been hired as a sales representative for the Top Solutions in Chicago, IL., which is a leader in consulting, analytics, digital solutions, engineering, and cyber with industries ranging from defense to health to energy to international development. Currently you have no book of business and have to start from scratch. You will be on salary of 50K for 6 months, during which time you will go through sales training with access to mentors within the company and shadow current sales reps, then begin transitioning to full commission.

As part of this process, you’re looking for a M.A.D. decision-makers. What does M.A.D. mean?

5. (10 points) Discuss the four (4) main components of the Anger Cycle depicted in the Carew text and how they relate to dealing and resolving the anger cycle.

6. (10 points)

What are the characteristics of a dependency-subordinate relationship versus an

interdependent relationship? Give an example of each. Which less-than-effective relationship do many sales professionals assume on initial sales calls?

7. (10 points)

Define perception. Distinguish between selective perception and objective perception.

Selective Perception

Objective Perception

8. (20 points) What does the Bonding Process (LAER) accomplish?

1.

2.

3.

9. (20 points) Briefly describe the steps and the main purpose of each step in the Bonding Process, LAER? Give an example statement or nonverbal action for each step.

L

A

E

R

10. (20 points) Based on the results of your LAER-S style assessment what strengths and challenges are you now aware of and how will you use this as a professional salesperson?

11. (10 points) What % of human communication is verbal?

12. (10 points) There are two other components of communication. What are they and what % of human communication do each represent?

13. (10 points) What type of information/data about prospects would be critical to effective phone prospecting –e.g. conversion from prospects to leads?

14. (10 points) Name two of the five characteristics Josh discussed Thursday, October 4, 2018 in class presentation.

a)

b)

Extra Credit – must get all three to get the 5 points

(5 points) What does each leg of a three-legged stool represent – e.g. characteristics of good sales professionals?