Electronic Office Security Corporation

Q1- Did the dialogue between buyer and seller seem natural to you?

Ans- No the dialogue between Ann and Joe were not natural as Ann was trying to convince Joe
that yes there is a strict need of security system by creating a sense of fear of loosing valuable
things and getting out of the market.

Q-2 Did the salesperson use too many question in her approach?

Ans. Yes the salesperson did use too many questions in her approach so as to create a need for
the product. Every time the prospect tells a solution to the problem that the salesperson is
explaining, the salesperson comes up with another question like “Is there any other valuable
thing in your office?

Q3- Analyze each of the salesperson's questions and state whether it is a situation, problem,
implication, or need-payoff type of question?

Ans. The type of questions that the salesperson asked created a need for the product. She
smartly used situation like “But without a computer, wouldn’t your billing to customers suffer”,
Problem like “would it be difficult for your business to run without it”, Implication like “what
effect would that have on your processing cost”.

Q4- Analyze each of the buyer's responses to the salesperson's questions and state what type of
need the salesperson's question uncovered. Was it an implied or minor need response or was it an
explicit or important need response? Why?

Ans- To critically analyze the responses, it is important to understand the meaning of the various
type of need responses Implied Needs: Refers to statements by the customer of problems,
difficulties, and dissatisfactions.
Explicit needs mainly refer to specific customer statements of wants or desires. They mainly
come from Need pay off questions. These statement shows the customers desire to have a
security system alarm installation.

Q5- How would you improve on this salesperson's approach?

Ans- The main weakness the salesperson has is asking a few Need Pay Off questions. To achieve
a greater success in my sales I would formulate more need pay off questions to enable me make
sales much quicker as it will excite more explicit need response from the customer. The need pay
off questions will get the customer telling me the benefits of my system to the current situation
they are in.
Implied questions will also help me to extract the difficulties or problems being faced by the
customer thus enabling me to be able to make the customer more excited about the solutions my
system will offer. Research has always proven that successful salespersons ask mainly two types
of questions i.e. the implied and the need pay off questions.

1. Q6- After the buyer's last statement, which of the following would you do?
a. Move into the presentation.
b. Ask a problem question.
c. Ask a need-payoff question.
d. Ask for an appointment to fully discuss your system.

Ans- I would ask for an appointment to fully discuss my system. This is because the customer
showed a very important need from his last response.
Work Cited.

BY – Pranjay Chauhan
MBA1
2019-2705-0001-0004