1, List and briefly describe the four types of questions used in the SPIN system. Explain when and why each type should be used. (1.5 marks each).
Pick a product. It can be any product that you are familiar with, including the one you chose for the sales assignment. For this product, draft 1 question for each of the four question types. (1 mark each). Total 10 Marks
2, What are the major components of a strategic prospecting plan? (4 marks) Give 3 reasons why it is important for salespeople to have a clear plan when prospecting. (6 marks)
3,List and compare the probable situational, functional, social, psychological, and knowledge needs of (a) a flower delivery service (1 mark X 5 needs = 5 Marks) and (b) a college student (1 mark X 5 needs = 5 Marks), both of whom are looking to purchase a new electric car. Total 10 Marks.
4,Experienced salespeople have several different types of questions at their disposal to engage in the sales dialogue. Describe four (4) of those types of questions.( 4 marks)
5, For each type, explain when and why a salesperson would choose this type of question. (6 marks)What are 2 approaches that salespeople can use to prioritize sales prospects? (4 marks).
How would you prioritize your sales prospects if you were working for the company in the following example: (6 marks)
“A startup green juice company located in Kelowna, selling a hand pressed high quality product retailing for $9.95/bottle.”
6, Explain 3 characteristics of business markets that are different from consumer markets. (6 marks) What are 2 ways that these differences may inform the role of the sales professional selling to the business market? ( 4 marks)
7,Let’s assume you are a salesperson for a company that manufactures children’s toys. You are tasked with generating leads for the sales team. You have a number of prospecting methods at your disposal. Which 3 methods will you focus on first? For each method, explain what it is ( 3 marks), discuss some of its advantages( 3 marks) and how effective you anticipate this method to be ( 3 marks).
Which prospecting method will you be using last and why? ( 1 mark)
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