STRATEGIC/CONSULTATIVE-SELLING MODEL

Develop a Personal-Selling Philosophy

✔Adopt Marketing Concept

We are able to adopt marketing concept, due to our past experiences from high school. One
example is during senior high school, one of our group mate had experienced doing a feasibility
study in which we believe is crucial in adopting marketing concept.

✔Value Personal Selling

As marketing students, we value personal selling because it enables us to directly interact with
our target customers and gain a deeper understanding of their needs and wants.

✔Become a Problem Solver/Partner

We can become problem solvers through observation, direct customer interactions, and by
leveraging modern technology to gather data and insights that can help us formulate solutions.

Develop a Relationship Strategy

✔Maintain High Ethical Standards

As students, we are taught about the importance of ethics and how to apply them in our day-to-
day lives as future professionals. Moreover, as individuals, ethics is one of the values we strive
to live by.

✖Project Professional Image

As students, we still lack the skills and experience to project a professional image.

✔Manage the Relationship Process

As a group, majority of our members are able to form and maintain relationships with
customers and with other people in general.

Develop a Product Strategy

✔Become a Product Expert

We believe that with practice, perseverance, and possessing a positive mindset we can become
product experts, especially if we invest time in learning our products' features and
specifications.
✔Sell Benefits

As marketing students and future salespersons, we are taught how to sell the benefits of our
products.

✔Configure Value-Added Solutions

We could be able to provide value-added solutions to our customers through studying our
products thoroughly. Additionally, studying our customers' wants and needs can help us
customize services to meet their specific preferences.

Develop a Customer Strategy

✖Understand the Buying Process

As students, we are open to learn and understand the buying process of consumers.

✖Understand Buyer Behaviour

Just as we are eager to study the buying process, we also want to gain a deeper understanding
of buyer behaviour, beyond the simple notion that consumers buy based on wants and needs.

✖Develop Prospect Base

We believe that we are able to develop a prospect base through studying and understanding the
buying process and buyer behaviour.

Develop a Presentation Strategy

✔Prepare Objectives

We are capable of doing this through identifying our goals as future salespersons.

✖Develop Presentation Plan

We are capable of doing basic presentations however, we are still lacking in terms of skills and
confidence in developing a presentation plan.

✖Provide Outstanding Service

As much as we would like to be able to provide outstanding service, we are also still lacking in
this field, but we are eager to learn and apply the knowledge in the future.