Sukhjinder Sohal Chapter 2 Assignment 9 February 2014 Building Sales Management Skills 1.

Trends or ideas to improve sales performance of a sales organization: A. Recording customer satisfaction B. Evaluating workforce efficiency C. Implementing statistical data to improve efficiency D. Encourage high-quality interactions (sale to customer) E. Teaching staff via coaching F. Align leadership with company goals G. Encourage core goals all throughout the company H. Take corrective sales coaching as needed I. Predict future sales situations J. Enhance customer satisfaction and increase market share 2. Over coming the it costs too much objection article in Entrepreneur magazine focuses on the sales professional breaking down the price of the product and showing the customer the value of the product instead. It talks about adding value by helping the customer visualizing the benefits of the product if the difference is only marginal. In the case of a higher difference the article suggesting the sales professional break down the price of the product into everyday numbers i.e. the cost of a bathroom remodel into price

per day, this approach helps the customer visualize the benefit of the product vs. the everyday impact of the price. 3. The approach to doing business with best buy seems to be a combination of needs satisfaction and consultative selling. Best buy is asking for specific questions about the product and the capability of the company to provide customer support, seeking customer satisfaction and customer support means best buy requires its vendors to be in contact and approachable and able to solve issues as they arise.