Premium Essay

Selling Ideas

In: Business and Management

Submitted By johnstruxness
Words 553
Pages 3
Discussion 5.1 Objections and Obtaining Commitment

You work as a graphic designer for a small local newspaper. You have been a loyal employee since you moved to the area 7 years ago, and you have regularly earned additional pay and responsibilities for your hard work. There are 5 other full-time employees at the newspaper.

The sales position at the newspaper has become somewhat of a revolving door; the newspaper has gone through three employees in that position in the past two years, and the position will be vacant again in two weeks.

You are interested in the sales job, and are thinking of asking your manager to redesign your job so that the sales position is combined with your designer position. You hope for a long career in the newspaper industry, and see this as a chance to learn a new aspect of the business. The combination of the two positions has not been attempted in other local paper offices, but you think that it is realistic to handle the duties of both positions, and that each position's duties would complement the other. As the paper's designer, you typically work closely with the sales staff to lay out ads and promotions, so you are familiar with the types of ads that your paper can sell. Since you have been there for a long time, you know many of the regular advertisers on a first-name basis, and you are familiar with how they want their ads to look. You have even sold advertisers up to larger ad spaces on a number of occasions.

Your job as a designer is salaried; the sales job offers a small hourly base wage plus a bonus of 15% of ad sales if targets are met each month.

Questions:

1. What objections do you think are likely to be raised? How would you helpfully respond to each one? [Make any needed assumptions.] Time Management – this will be the immediate question being that if you should attempt both, the more successful that…...

Similar Documents

Premium Essay

Consultative Selling

...Consultative Selling Step of the sells process: Introduction and questioning (in order to be chosen by the company) At the end of the meeting we have to know what to offer and how to offer it. Consultative selling; Problem solving + value-added selling (what is our value added selling for Victoria?) Conduct Analysis - Discovery Ask questions to identify areas of potential problems, difficulties, challenges and unresolved issues within the prospect organization. Identify and agree on a single primary issue, which is both a concern for the buyer and a relevant area of product and/or service opportunity for the seller. Ice breaker: This is a good (or a bad) weather to go on the road with a motorbike isn’t it? We so that your sell have a positive growth of 10% a year, which is quiet good, but we would like to know what you think of this figure. Does it match with your expectations? Would you say that today Victory isn’t the growth drivers that you had expected? Did you face any significant problem during the launching of the motorbike? (Bad reactions of competitors, lack of understanding of customers, Wage-claim or strike by workers ) According to you, are you able to increase the sales?  If yes do you have any idea of the potential percent of increasing and how to reach this objective?  If no, we think that a company of this size can have higher expectations, and hope more of their sell. This is precisely where we can intercede, because our company......

Words: 621 - Pages: 3

Premium Essay

No Idea

...has calculated its costs for 2009: Rental of building 50.000 euro Wages 150.000 euro Depreciation Inventory 30.000 euro Cost of goods sold 600.000 euro Administration Costs 35.000 euro Sales revenue was 930.000 euro in 2009. Question: a. Calculate gross profit in 2009. b. Calculate net profit in 2009. c. Express gross profit as a percentage of the cost of goods sold d. On basis of this percentage (see question c.), calculate the selling price of printer toner with a purchase price of € 60 Problem 4. (12 points/ per question 4 points) Shell Trading trades in a single product: diesel fuel. The selling price of one liter diesel fuel is calculated as follows: Purchase price 0,50 euro Variable costs (incl. taxes) 0.68 euro Constant costs 0,18 euro Net profit 0,14 euro Selling price 1,50 euro Constant costs amount to 2.000.000 euro per year. Question: a. Calculate variable costs as a percentage of the selling price. b. Calculate the break-even volume and the break even revenue. c. Calculate the sales revenue when the company is planning to make a profit of € 1.000.000 Problem 5. (16 points / per question 2 points) Motivate your answer when asked. 1. Statement I A purchase on account is according to the liquidity budget an expense. (true/false). Please motivate. Statement II Depreciation on a car is,......

Words: 1115 - Pages: 5

Free Essay

Relationship Selling

...typically a short summary of the contents of the document.] | "Relationship selling is dead!" Various business authors and critics alike have been quoted recently in proclaiming the death of the relationship selling model. One such claim is that in today's increasingly fast-paced and ever-competitive business environment customers simply don't have the time to develop a relationship with you, the seller. Another article argues that with the advent of the internet, most products and services are commodities and therefore most customer generally buy solely based upon price, regardless of whether you have taken the time to develop a relationship or not. However, each of these articles contradict themselves in content by conveying that relationships are necessary to establish an ongoing customer needs analysis. The basis for their claim is the separation of the service of their product from the act of selling it. Meanwhile, each articles fails to acknowledge the utter importance of the return customer's needs and future needs with this ideology. To truly determine whether or not relationship selling is a thing of the past we must first investigate the importance of the relationship selling model and analyze what it truly means to engage in relationship selling. There are many intricacies that go into being a succesful relationship sales professional but at the heart of it, relationship selling is truly about building a friendship with your prosepect and......

Words: 2833 - Pages: 12

Premium Essay

Idea

...Running head: ANNOTATED BIBLIOGRAPHY Annotated Bibliography Leslie Susie Grand Canyon University: SPE 529N March 6, 2013 16 Annotated Bibliography Idea partnerships (2011) Retrieved from http://www.fape.org/ (“Idea Partnerships,” 2011) FAPE is the Family and Advocates Partnership for Education. FAPE was funded from 1997-2004. An organization called Pacer Center maintains the FAPE website to keep parents and professionals informed of IDEA, (Individuals with Disabilities Education Act) and other special education issues. FAPE.ORG offers parents, teachers, and contributors updated news and information to increase the learning for disabled children.FAPE.ORG links to news and articles concerning new updates about Special Education. FAPE.ORG links to more resources about IDEA. Herman, J. (2009). Voicenation: Special education resources. Retrieved from http://www.voicenation.com/resources/article-library/special-education-resources.shtml Jacob Herman created the website Voicenation to give parents and teachers a list of immediate resources after accessing the website. Resources are grouped by General Disabilities, Learning Disabilities, Speech Impairment, Hearing Impairment, Vision Impairment, Emotional Disabilities, Autism, Parent and Educator Resources, Special Need and Technology, Associations and National Organizations, and Special Education Discussion Forums. Teachers and Parents do not have to use search engines......

Words: 809 - Pages: 4

Free Essay

Selling

...LAPORAN 8 SEPTEMBER 2013 Reynolds & Reynolds Team Selling Oleh: Agnes Adellina - 0131111 David Matthew - 0131111 Dennis Wirawan - 0131111 Harry Perdana - 0131111 Tsaqif Zoelfahmi - 0131111 Zafira – 0131111352 GROUP 1 SELLING IN BUSINESS S1 BISNIS PRASETIYA MULYA BUSINESS SCHOOL 2011 CASE REYNOLDS & REYNOLDS TEAM SELLING Warranty work menyumbang sebanyak 70 persen dari layanan dealer otomotif. Angka tersebut terus menurun menjadi sekitar 30 persen. Karena penurunan ini cukup signifikan, maka dealer sekarang harus lebih proaktif dalam menargetkan retensi pelayanan dan loyalitas terhadap pembeli mobil baru. Di situlah tim penjualan Reynolds & Reynolds masuk Reynolds membantu dealer otomotif menjadi lebih efektif dalam mempertahankan pembeli mobil baru sebagai pelanggan layanan dan loyalitas antara pelanggan untuk mempertahankan agar mereka datang kembali. Reynolds membantu dealer untuk : * Lebih memahami basis pelanggan mereka * Mencari tahu siapa pelanggan yang paling menguntungkan bagi mereka * Menargetkan mereka dengan focus ke insentif agar pelanggan kembali ke dealer saat pelayanan diperlukan . The OPPORTUNITY Bob Sherman, Tim O'Neill, Chuck Wiltgen (Reynold’s Team) bertemu dengan perwakilan dari Ben Frothingham Amerika Ford Dealership . Amerika Ford sedang membutuhkan rencana baru untuk meningkatkan service sales. Kelompok ini disajikan secara efektif strategi pemasaran......

Words: 1482 - Pages: 6

Premium Essay

Selling

...The Importance of Strategic Planning in Banking Performance: An Analyzing Examination Jia Li Abstract This paper explains the definition of Strategic Planning and how it is important in banking performance. As the comparison between Strategic Planning and Operational Planning, we get a general idea that Strategic Planning need to be considered and configured first when it comes to business planning. This paper also conducted a SWOT analysis to identify internal and external factors to eliminate risk of failure for a company. Introduction With the continuous development of the world economy and the trend in economic globalization, strategic planning has been attached into great importance and applied into various fields. Studies explain how strategic planning is related to financial performance, and Hopkins used LISREL analysis explained how people have never realized the gap between SP and Banking Performance (Hopkins pp.635-652). In this paper we will be analyzing the importance of having strategic planning in banking performance by SWOT analysis. Study Foundations First of all, what is Strategic Planning (SP)? SP is an organization’s process of defining its strategy, or direction, and making decisions on allocating its resources pursue this strategy. There are four key components in SP, which are Vision – what do we want to do, Mission – what might we do, Value – for whom do we do it, and Strategy – what should we do (Wiki). Vision outlines what......

Words: 1432 - Pages: 6

Premium Essay

Online Selling

...ON-LINE PRODUCT SELLING Tired of working for other people? Thinking of going into business with a product idea that interest you? Set your own hours, be your own boss but you don’t have enough money for office set up, doing the complex legal documents and worrying how to promote and advertise your product in the market. Selling your product on-line is the best ways that will suites for you. On-line product selling is fast growing market in the country today. This mode of selling has a great edge over conventional way, it creates worldwide potential buyer, it is cheap and easy to set up. There are few key ingredients to become successful in this kind of selling. First, is just like any other business you need to plan everything before getting started. Having a well thought out and carefully structured business plan will give you proper directions to your goal. It will help you to focus your thoughts and be in valuable when it comes to developing your products on-line. In order to create effective business plan you must understand the market you are going into. In other words, you need to gather information, collect as much of it as possible as you can. You can never have too much information, even something which doesn’t seem to be important may turn-out to be crucial to your business plan at a later date. Second, doing on-line market research before you base an entire business on your product idea can save a lot of money and time. It will provide you pre-market......

Words: 634 - Pages: 3

Premium Essay

Ideas

...Summary According to the article “Analyze a Subject by Breaking it Down and Building it Back Up”, the author explains that analyzing is to break the subject into small, ideas or detailed parts, and where, by looking closely at those parts you identify the purpose or process of discovery to reach a conclusion of the situation. 2. Critical Thinker In my opinion a critical thinker is a multi-dimensional person involved in the process of analyzing, processing and evaluating information. It is also an attitude that shows the ability to explore, probe, ask and search out answers and solution. 3. “Space Invaders” The method does Stengel uses in his introduction to generate reader interest is narrative ( a short story or anecdote). Furthermore, when i was reading the introduction the author spark my curiosity to continue reading the text. It was interesting to me because this is the way that people live today. Its very common looking around, and detect many space invaders. For example, in elevators, people are wedging themselves in just before the doors close or on the street, pedestrains are zigzagging through the human traffic. In short, the phenomenon of invading personal space has become more serious in the current society and this space varies across individuals according to factors such as culture, age, and gender. 4. According to the author, I understand “personal space” as the area around a person which they prefer not be occupied by another person. It is......

Words: 897 - Pages: 4

Premium Essay

Concept Selling

...Chapter 1 Introduction Selling process involves making the customer understand what the product is and how can it be beneficial for the consumer. The process basically involves explaining the product feature and showing them the pros and cons. But when it involves selling a concept which hardly has anything tangible to show it turns out to be more troublesome. First understanding what a concept selling process is and then we understand it through an example of a concept called FTWZ (Free trade warehousing Zone) Concept Selling- A type of marketing that uses the idea that consumers left to their own devices are unlikely to purchase a particular product. The concept selling approach is often advanced by a business as a justification for being especially aggressive in their marketing campaigns to promote sales. Concept selling is simply taking a product and selling it on the basis of an idea, making it more palatable to the customer. It is painting a word picture to the prospect, letting them visualize a certain situation. Concept selling vs Product selling. So what is the big difference ! “The number one thing when using Concept selling vs Product selling is that it creates a form of communication that gets the prospects attention. You are communicating an idea that makes more sense for your prospect to understand and relate to. In other words, it becomes more palatable to the prospect.” FTWZ- Fee trade warehousing Zone A Free Trade & Warehousing......

Words: 5858 - Pages: 24

Premium Essay

No Idea

...2002, the Falic Group (owners of the Perry Ellis fragrance lines) purchased Urban Decay. • In 2009, Castanea Partners (a private equity firm) acquired Urban Decay. • Additionally, Urban Decay received approval by The Coalition for Consumer Information on Cosmetics[8] and PETA's 5th Annual Best Cruelty-Free Cosmetics Line award.[9] • On June 6, 2012, Urban Decay announced that it would begin selling its products in China, a country that is known to conduct animal testing on products before releasing them to the public. Therefore, PETA subsequently removed Urban Decay from their list of cruelty-free companies. • On July 6th, 2012, Urban Decay announced that it will not sell its products to China.[10] • On November 26, 2012, the L'Oréal Group (a French cosmetics and beauty company) announced that it would purchase Urban Decay Cosmetics.[11] As of 2012, the L'Oréal Group continued to regularly conduct animal testing. The company donated $1.2 million to help abolish the practice which is less than 1% of the profits they have generated by selling in China. Testing on animals is no longer mandated or allowed in the European Union. • In 2013 the L'Oréal Group acquired the company. According to Nydailynews.com, the L'Oréal Group paid an estimated amount of $350 million for Urban Decay.[12] For years, Europe has prohibited all animal testing, however, products which have been tested on animals in other countries (mainly China) may still be sold there...

Words: 667 - Pages: 3

Free Essay

Selling

...product that’s ready to prove to you how it gets the job done right the first go around. After you purchase my product I will continue to service the customer with our monthly newsletter as well as send out coupons and discounts on all our products. I will service your product free of charge for the first 6 months to reassure you that we mean business and stand fully behind our product. The 2-in-1 washer and dryer is the best on the market and get the job done in half the time than the average washer and dryer combination with a little extra kick. If and when you purchase the combo you won’t regret it. It comes fully loaded with remote control start to get you going. References http://jan.ucc.nau.edu/rgm/articles1299brgm.html Selling Today Partnering To Create Value pages 208-213...

Words: 541 - Pages: 3

Premium Essay

Selling

...MKT 3403: Selling (W2016) Online Assignment – Group Assignment (20%) Two Pre-call Reports (10% each pre-call report) Instructions Important Notice - Please note this assignment is strictly an online assignment for which the instructor will provide feedback and final mark also online through the Moodle course page. 1. Students are expected to consult with their instructor for questions or clarifications as they work on this assignment. 2. For this assignment, each group must select one specific product (it can be a business service), or a brand's product line or business service line. 3. If the group selects a product/service only, the group is expected to strategize on four different prospects. 4. If the group selects a brand's product line, if applicable, the group can focus the call reports on the same prospect customer for two different products or services. 5. Depending on the prospect customer used for each call report, the group is expected to research on the prospect customer and decide who should be the most appropriate subject of the assignment, collect title(s), and contact information. If details are not available on the website, the group is expected to build the assignment on the information available, and as if the group would be preparing for the "real" call. 6. Students are reminded to take appropriate time to review spelling, grammar, and punctuation before submitting the assignment for marking. 7. In terms of template format, students are reminded to format...

Words: 465 - Pages: 2

Premium Essay

Idea

...Date: March 14, 2015 Subject: ACL versus IDEA When comparing ACL and IDEA it was hard to choose which was clearly better because they perform such similar tasks. While we think both would be effective at identifying fraud there were a few reasons why we decided that IDEA was the better software. First, ACL simply was not designed as well as IDEA in our eyes. The team member who was assigned to the ACL tutorial had to re-install the program multiple times to “fix” simple errors that should have never arose to begin with. To add to that, it was not very user friendly in general which made it difficult to navigate and look at. ACL was, however, easy to import into Excel due to its inherent similarities with it. On the other hand, the team member who worked with IDEA found the software extremely easy to learn, use and remember and did not run into any problems due to design flaws. It was very easy to import and export from Excel with very simple and easy applications. There was a way to manipulate the data whichever way needed and by the end of the tutorial the team member felt that they were very knowledgeable on the software and felt confident in using it. Although more expensive, we feel it is much more effective and an overall better program. IDEA Tutorial 1. Attached are the 4 random pages from the report. 2. a) Willspo Yip, customer #60300, had the highest balance. b) Andrew Sarabia, customer #20039, had the lowest balance. The median balance in the......

Words: 594 - Pages: 3

Premium Essay

Selling Strategies

...Selling strategies and Building customer relationship: DIRECT CHANNEL By using this direct channel there will be no hassles for the consumers to get the service. In this process The Third Eye will build some selling branches\ showrooms and the consumers will get the service from the branches. 1. Direct importing of products from international suppliers assuring the international quality. 2. Imported products will be kept in stock as inventory so that it can be dalivered when demand increases. 3. Factory assembling and further processing of the product that is the entire products are accumulated in the factory. 4. Attractive packaging by providing the price level for leting the customers know about the product price. 5. Warehousing products for smooth delivery of products in time. 6. Orders are processed according to the market demand after analysing the quantity demanded. 7. Products are introduced in sales desk giving customer a direct knowledge about the product and services. 8. Ownership is transferred to the customer by selling products even though it’s a service. 9. Building customer relation management by providing warranty, free service management for a specific time period, customer help line, telecommunicating with the customer for better and stable CRM. Potential and targeted customer will have direct knowledge and practical demonstration regarding the product, so they will have complete idea of what they are......

Words: 509 - Pages: 3

Free Essay

No Idea

...said miserably, "You seen what they done to my dog tonight? They says he wasn't no good to himself nor nobody else. When they can me here I wisht somebody'd shoot me. But they won't do nothing like that. I won't have no place to go, an' I can't get no more jobs. I'll have thirty dollars more comin', time you guys is ready to quit." George stood up. "We'll do her," he said. "We'll fix up that little old place an' we'll go live there." He sat down again. They all sat still, all bemused by the beauty of the thing, each mind was popped into the future when this lovely thing should come about. George said wonderingly, "S'pose they was a carnival or a circus come to town, or a ball game, or any damn thing." Old Candy nodded in appreciation of the idea. "We'd just go to her," George said. "We wouldn't ask nobody if we could. Jus' say, 'We'll go to her,' an' we would. Jus' milk the cow and sling some grain to the chickens an' go to her." "An' put some grass to the rabbits," Lennie broke in. "I wouldn't never forget to feed them. When we gon'ta do it, George?" "In one month. Right squack in one month. Know what I'm gon'ta do? I'm gon'ta write to them old people that owns the place that we'll take it. An' Candy'll send a hunderd dollars to bind her." "Sure will," said Candy. "They got a good stove there?" "Sure, got a nice stove, burns coal or wood." "I'm gonna take my pup," said Lennie. "I bet by Christ he likes it there, by Jesus." Voices were approaching from outside. George said......

Words: 29829 - Pages: 120

The Power of Now: A Guide to Spiritual Enlightenment by Eckhart Tolle NEW Aus St | Loving Pablo 2017 English 720p BRRip 1.1GB ESubs | 100 SIRINGHE PER INSULINA STERILI CON AGO INDOLORE 0,5/1 ml - SIRINGA MONOUSO