In Chapter Five, you read about the skills needed by salespeople in the three phases of a sale: pre-interaction, interaction and post-interaction. There are businesses in the marketplace today that want to help sales managers guide their salespeople in these areas.
For your assignment, review these slides from Julie Thomas, CEO of ValueSelling Associates, one of these aforementioned firms. Per the grading rubric, the following write-up is required:
https://image.slidesharecdn.com/2015-11-sellingpowerwebinar-business-151106232126-lva1-app6891/95/the-business-of-knowing-your-customers-business-the-key-to-selling-value-1-638.jpg?cb=1446852152
https://www.slideshare.net/ValueSellingAssociates/the-business-of-knowing-your-customers-business-the-key-to-selling-value
Discuss "value creation"
Discuss "questions to uncover business issues"
Discuss "get prospect to momentarily experience" what?
Discuss any 3 or more additional terms from the slide presentation.
Sample Solution