Used Times New Roman Sales Customer Relationship
Subject: Sales & Customer relationship management
In each of the following selling situations determine:
Scenario A: The buyer seems happy to see you. Because you have been calling on him for several years, the two of you have become business friends. In the middle of your presentation, you notice the buyer slowly lean back in his chair. As you continue to talk, a puzzled look comes over his face.
Scenario B: As you begin the main part of your presentation, the buyer reaches for the telephone and says, “Keep going; I need to tell my secretary something.”
Scenario C: As a salesperson with only six months’ experience, you are somewhat nervous about calling on an important buyer who has been a purchasing agent for almost 20 years. Three minutes after you have begun your presentation, he rapidly raises his arms straight up into the air and slowly clasps his hands behind his head. He leans so far back in his chair that you think he is going to fall backward on the floor. At the same time, he crosses his legs away from you and slowly closes his eyes. You keep on talking. Slowly the buyer opens his eyes, uncrosses his legs, and sits up in his chair. He leans forward, placing his elbows on the desktop, propping his head up with his hands. He seems relaxed as he says, “Let me see what you have here.” He reaches his hand out for you to give him the presentation materials you have developed.
Scenario D: At the end of your presentation, the buyer leans forward, his arms open, and smiles as he says, “You really don’t expect me to buy that piece of junk, do you?”
Identify the following in each scenario: Answer below three questions for each scenario
- What nonverbal signals is the buyer communicating?
- How would you respond nonverbally?
- What would you say?
Guidelines:
The paper should be at least 1– 1.5 pages in length.
Bullet points can be used
Times New Roman 12-pt font, double-spaced, 1inch margins.
APA formatting and citation should be used.
To refer the textbook, I will give the instructions on how to access the online-textbook from Mc-Graw Hill website for chapter 4. As this assignment is part of chapter 4. You will find those concepts of communication in chapter 4.
I will also attach a presentation of our professor of chapter 4 if you want to glance through it.
The instructions for accessing the textbook from Mc-Graw Hill website:
Go to: https://www.mheducation.com/
Hit Sign in – on the top right corner of the website.
Then, pop-up list comes up: in this list select—My bookshelf
Then, enter login details: email –> abhirampatlolla45@gmail.com Password: Sales001*
In the next screen, you will see the option to Access the e-book.
When you hit that button, textbook will open in a new tab. For easy navigation in textbook screen on the top left corner you will see the table of contents. In which you can see list of different concepts of the chapter.
So, That’s it! Those are the instructions for writing the assignment.
Good Luck!!