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Personal Selling: video case

Personal Selling: video case. Alex Homer, who represents a high-end clothier, calls on Jill Lin, a trial lawyer who needs to spruce up her wardrobe. Read the introduction to this video on p. 27.

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Personal Selling: video case

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  1. Personal Selling: video case • Alex Homer, who represents a high-end clothier, calls on Jill Lin, a trial lawyer who needs to spruce up her wardrobe. • Read the introduction to this video on p. 27. • As you watch, pay close attention to the stages of his consultative sales call: the approach, needs discovery, presentation, negotiation of buyer concerns, and closure. • Note how Alex uses adapts each stage of his call to align with Jill’s needs, personality, style, and values. • Video Case

  2. Consultative Selling • Focus on personal selling • Five stages of sales call • How does Smith demonstrate Liberty Mutual’s added value to prospect through price? Sales Skill Practice: Role-play, p.389 Video

  3. Creating a Product Solution • Become a product expert • Know your company • Know your competition • Add value by translating features into benefits Video

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