a kcy the relationship, especially between actual face-to-la tomer. Remember fro
ID: 396099 • Letter: A
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a kcy the relationship, especially between actual face-to-la tomer. Remember from Chapter 1 that relationship selling has t ecuring building, and maintaining the relationship. EMC co puter storage company, has a reputation s a major global enterprise, with about 70,000 people sented by around the world. Its sales and service teams work hard to anticipate and ree tu rporation, a com for being obsessed with follow-up. EMC worldwide. They are repre- scores of partners in 86 countries pled fix trouble approximately 400 sales offices and before it's even recognized as a problem by the client. Anything from a topi storage system to a change in the storage room's temperature causes the boxes to beam home warning messages and activate a response system from EMC reps often before clients are even aware of the problem. Twenty-three remote locations around the globe position field reps to quickly follow up in person if necessary Former CEO Mike Ruettgers built a business around responding in person within eight hours in the case of a severe service failure. EXHIBIT 2.2 Mean S.D. les managers importance ratings tSuccess Factors in Selling Highest level of importanoe stening sikbils 6.502 0.683 of success factors 6.358 0.772 for professional 6.321 0.687 salespeople Follow-up sills Ability to adapt sales style from situation to situation Tenacity-sticking with a task 6.107 0.924 6.084 0.889 6.047 0.808 Well organized- verbal communication skills Proficiency in interacting with people at all levels of a customer's organization Demonstrated ability to overcome objections 6.000 0.99 Closing skills 5.981 1.085 5.944 1.109 5.944 0.946 5.912 0.994 5.827 0.975 5.791 1.063 5.723 1.074 5.685 0.966 5.673 1.209 Personal planning and time management skills Proficiency in interacting with people at all levels of your organization Negotiation skills- in appropriate attire Empathy with the customer Planning skills Prospecting skills Ability to empathize with others Skill in preparing for a sales call 5.670 0.936 5.549 1.105 5.526 1.219 5.502 1.023 Source Greg W. Marshal, Daniel J. Goebel, and William C. Moncrief, "Hiring for Success at the Buyer-Seller interface," Journal of Business Research 56 (2003), pp. 247-55. Copyright 2003, reprinted with permission from Eisevier Note, All items were scaled as follows: 1 tarce n hring decisions SD = standard deviation of no importance at all in hiring decisions, 7-of the utmost impor-Explanation / Answer
Currently the strongest points are : -
The areas that I need to work the most are : -
The strengths have been developed over a number of years and using these strengths it is possible to develop more number of prospects thereby increasing the sales revenue for the firm. The strengths can also be used to develop positive experience with customers which in turn will help to drive sales for the organization.
The weaknesses can be overcome by constantly learning new skills such as negotiation skills, leadership skills, organzational skills that will eventually help to overcome the weaknesses.
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