Archives: Solution Manual

2. Present your marketing plan. CHAPTER 10 Elements of a Great Sales Presentation LECTURE OUTLINE I. BUILDINGA TRUSTING, LONG-TERM RELATIONSHIP A. If buyer sees 5 to 10 salespeople per day, may see over 40,000 salespeople over their career B. Truthfully […]

CHAPTER I APPENDIX The Core Principles of Professional Selling as Told by a Salesperson I. THE CORE PRINCIPLES OF PROFESSIONAL SELLING A. Base your sales philosophy on unselfishly treating others as you would like to be treated. II. SALES AND […]

Problem question Implication question Need-Payoff question 7. Salesperson Cliff Defee is “telling” not “selling”. He should have asked questions concerning the construction foreman’s experiences with the present equipment. Five salespeople profiled in the text ranked the three alternatives, with “B” […]

with your presentation, often resulting in a sale. CHAPTER 9 Begin Your Presentation Strategically LECTURE OUTLINE I. THE CORE PRINCIPLE: THE APPROACH A. First seek to understand, then to be understood. 1. Salespeople should understand the customer’s needs in order […]

4. To highlight MarketPulse’s ability & willingness to help ABC Tech succeed in their venture. CHAPTER 8 CAREFULLY SELECT WHICH SALES PRESENTATION METHOD TO USE COMMENTS ON CHAPTER 8 SALES APPLICATION QUESTIONS 1. Yes, the salesperson shows how the product […]

CHAPTER 8 Carefully Select Which Sales Presentation Method to Use LECTURE OUTLINE I. THE CORE PRINCIPLES: PRESENTATION A. No matter who a salesperson meets with, their purpose is the same – to help the person or organization. B. By taking […]

reseller can sell the products to his customers. IBM suggests how the product will be used within the firm. Conviction; and (E) Purchase. The actual mental decision to buy is said to occur in the conviction. the customer taking a […]

1. Trust serves as the glue that enables relationships a. Trust allows your buyer to confide in you; disclose key details CHAPTER 7 Planning the Sales Call is a Must! LECTURE OUTLINE I. THE CORE PRINCIPLE: PLANNING A. Sales Call […]

■ Getting published ■ Public exhibitions and demonstrations ■ Center of influence ■ Direct mail ■ Telephone and telemarketing ■ Observation ■ Networking CHAPTER 6 PROSPECTING: THE LIFEBLOOD OF SELLING COMMENTS ON CHAPTER 6 SALES APPLICATION QUESTIONS 1. The prospect […]

2. Replaces customers that will be lost over time CHAPTER 6 Prospecting: The Lifeblood of Selling LECTURE OUTLINE I. THE CORE PRINCIPLE: PROSPECTING A. People want to trust the person they buy from. B. New customers are frequently gained through […]

shelf. The better shelf-position and more shelf-facing you have, the more sales. Use your own data on specific store sales and your own persuasive power to increase positioning and facings. 6. Premiums are used to increase sales. Three major categories […]

CHAPTER 5 Sales Knowledge: Customers, Products, Technologies LECTURE OUTLINE I. CORE SELLING PRINCIPLE: KNOWLEDGE A. Salespeople must be experts on everything involved with their product. B. Customers rely on salespeople to have this knowledge. C. The knowledge must be presented […]

special price/offer, penalty for delay, benefits of your offer. CHAPTER 4 COMMUNICATION FOR RELATIONSHIP BUILDING: IT‘S NOT ALL TALK COMMENTS ON CHAPTER 4 SALES APPLICATION QUESTIONS 1. See chapter for drawing of communication process. Two-way communication is essential for the […]

1. The real self – the individual as he actually is. CHAPTER 4 Communication for Relationship Building: It’s Not All Talk LECTURE OUTLINE I. THE CORE PRINCIPLES: COMMUNICATION A. You can read people’s minds (sort of). B. Use the techniques […]

C. “For long wear (ADVANTAGE) and savings on your clothing costs (BENEFIT), you can’t beat these slacks. All the seams are double-stitched (FEATURE) and the material is D. F “Available in small, medium, and large sizes.” E. F “New.” F. […]

called B2B, or business-to-business selling. CHAPTER 3 The Psychology of Selling: Why People Buy LECTURE OUTLINE I. THE CORE PRINCIPLES: BENEFITS A. Customers want to trust you. B. Do the right thing for customers and tell them the truth even […]

CHAPTER 2 ETHICS FIRST … THEN CUSTOMER RELATIONSHIPS COMMENTS ON CHAPTER 2 SALES APPLICATION QUESTIONS 1. Your decision would probably be influenced by both standards. If a business practice is encouraged that is ethically questionable, hopefully your moral judgment would […]

CHAPTER 2 Ethics First … Then Customer Relationships LECTURE OUTLINE 1. WHAT INFLUENCES ETHICAL BEHAVIOR? A. The individual’s role: 1. People behave differently because of their: a. Worldviews – people’s different beliefs about the world around them. b. Morals – […]

jobs available; (3) the freedom of being on your own; (4) the challenge of selling; (5) the opportunity for advancement in a company; and (6) the rewards from a sales career. Before discussing this question, ask students why a sales […]

c. A product is a bundle of tangible and intangible attributes, including packaging, color, and brand, plus the services and even the reputation of the seller. PART III LECTURE NOTES CHAPTER 1 The Life, Times and Career of the Professional […]

1 PART VII PERSONAL SELLING EXPERIENTIAL EXERCISES 2 3. Review the “Recruiter’s Interview Instructions” sheet. 1. In no more than one minute, tell me about yourself. b. Circle EVALUATION score at the bottom of the page. c. Write comments to […]

16 units. I can get these to you by the end of the week. How does that sound, Amy?” [continuous yes close!] Role-plays: Appendix Using the SALES assignment can be overwhelming in grading. We changed the formant of the first […]

1 PART VI SALES CALL ROLE-PLAYS Copyright © McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 2 Guidelines Answers to seven SALES (Student Application Learning Exercises) for each module within each […]

1 PART IV COMMENTS ON ETHICAL DILEMMAS Copyright © McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. 2 your self-chosen ethical principles. (Best Option) even though very, very difficult for any […]

videos and guest speaker materials. Chapter One’s Appendix entitled “The Core Principles of Professional Selling as Told by a Salesperson” is also on this test. Apr. 21: Thursday. Class evaluation. Please bring a #2 pencil. Discussion of The Greatest Salesperson […]

General Procedures A. Do not lay visuals on table when discussing them. B. Turn visual towards buyer, not towards yourself. C. Hold up visual and point to what you are discussing. D. Do not lean on buyer’s desk. E. Sit […]

PART I COURSE ORGANIZATION AND TEACHING METHODS To the Instructor: Thank you for choosing ABC’s of Relationship Selling to use in your class! It has taken years to bring you the textbook and the accompanying materials. The material has been […]

MODULE 64: Health Care Legislation Core Module Issues: • Is the new health care legislation Constitutional? Note: I hope very much that you’ve had a good experience using this book and these notes. I restate that I welcome any comments […]

MODULE 63: Immigration Policy Core Module Issues: • What is an ideal immigration policy? Module Teaching Notes The Arizona statute passed in 2010 that sought to stop illegal immigration sparked an immediate firestorm. It will no doubt continue to polarize […]

MODULE 62: Long Term Unemployment Core Module Issues: • How long should unemployment benefits last? • Should the duration of unemployment benefits be dramatically extended during a recession? Module Teaching Notes When I wrote the original module, the recession had […]

MODULE 61: Citizens’ United Case: Free Speech, Corporations, and Participation in Elections Core Module Issues: • To what degree CAN corporations participate in elections? • To what degree SHOULD corporations participate in elections? Module Teaching Notes The Citizens’ United case […]

MODULE 60: Politics and the Supreme Court Core Module Issues: • How are Supreme Court Justices selected? • What factors should determine how a Justice is selected? Module Teaching Notes This last unit largely shifts its focus away from companies […]

MODULE 59: “Strategic Defaults” and Foreclosures Core Module Issues: • What is a “strategic default”? • Does a person behave ethically is he decides to make a strategic default? Module Teaching Notes This is the last module in the “Great […]

MODULE 58: The Making Home Affordable Program Core Module Issues: • What is the Making Home Affordable Program? • Is it a good part of the solution to the mortgage crisis and recession? Module Teaching Notes The government generally tries […]

MODULE 57: “Outsourcing Yourself” Core Module Issues: • Do people have any obligation to remain in communities? • If so, do poor economic times change those obligations? Module Teaching Notes “Outsourcing” was a hot topic in the 80s and 90s. […]

MODULE 56: The Mortgage Meltdown – Big Investors Core Module Issues: • What are ratings agencies? • Do ratings agencies share more or less blame than investment houses and investors themselves when ratings do not accurately reflect investment risk? Module […]

MODULE 55: Mortgage Backed Securities and Root Causes of the “Great Recession” Core Module Issues: • What causes contributed to the recession? • Which of them are most responsible? Module Teaching Notes At the time of this writing, the economy […]

MODULE 54: The Foreign Corrupt Practices Act and Bribes Core Module Issues: • What is the Foreign Corrupt Practices Act? • In the absence of laws/regulations, are bribes acceptable? Module Teaching Notes This module requires a unique point of set […]

MODULE 53: Fair Trade Programs Core Module Issues: • Are fair trade programs important? • What, if any premium, are consumers willing to pay for fair trade products? Module Teaching Notes This module is a compliment to the last one […]

MODULE 52: Overseas Working Conditions Core Module Issues: • What steps is a company obligated to take toward its overseas contract workers? • How should a company respond if it discovers the abuse of workers in its overseas factories? Module […]

MODULE 51: “Perfectly Good Items”: Wasteful Business Practices Core Module Issues: • When, if ever, is a company ethically obligated to reduce waste? • Does it matter what kind of waste is addressed? Module Teaching Notes This module concludes the […]

An asterisk (*) will appear to the right of an incorrect entry. The essay answer will not be graded. Enter a zero in cells you would otherwise leave blank. 1. Witchita: Annual net cash flow (at the end of each […]

MODULE 50: Animal Rights Core Module Issues: • Do animals have rights beyond those required by law? • If so, what are they? Module Teaching Notes Testing products on animals was a big deal, as far as media coverage goes, […]

An asterisk (*) will appear to the right of an incorrect entry, or above and below formulas. The essay answer will not be graded. 1. a. Average annual rate of return for both projects:   1. b. Present Present […]

MODULE 49: Sustainability and “Green” Buildings Core Module Issues: • When should a company adopt green practices? • When do sustainable options become too expensive? Module Teaching Notes It is hard to think of many buzz words that show up […]

MODULE 48: Environmental Disasters, from the Exxon Valdez to BP Core Module Issues: • What steps should a company take to prevent environmental disasters in the first place? • if a disaster has already happened, how should a company respond […]

An asterisk (*) will appear to the right of an incorrect entry. a. All cash flows assumed to occur at the end of the year. All amounts are 2016 cash flow: in millions Gross ticket sales Production cost Marketing cost […]

MODULE 47: Dumping Core Module Issues: • Is a company obligated to go beyond legal requirements to protect the environment? • What if the potential harm is “out in the middle of nowhere”. Module Teaching Notes This new unit on […]

CHAPTER 26 Capital Investment Analysis Prob. 26–4B 1. a. After Hours: Annual net cash flow (at the end of each of 4 years)……………………… … $ 320,000 Sun Fun: Annual net cash flow (at the end of each of 4 years)……………………… […]

MODULE 46: “Least Profitable Customers” Core Module Issues: • Should a company identify its “worst” customers? • Should a company discriminate against such customers? Module Teaching Notes This module is the last in the “special obligations to customers” unit. If […]