Case Study 10.2
List objectives you think might occur during this first meeting with Vijay. Make any assumptions necessary to develop this list. There are many objections that sales people face when making a sales pitch. This is especially true when the perspective customer already has a contract and has their needs met the need through a competitor. In this scenario, Vijay already advertises with a local newspaper. When looking at the categories that common objections fall under I was easy to identify a few possible objections. In this scenario the objection would most likely come during the initial set up of an appointment, or during the attempt to obtain commitment. Under objections related to needs Vijay could object because he already
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It could also be from his lack of knowledge of online advertising. He may also object to the source. Maybe he has a negative view of the newspaper. He may not see the relevance of his car business to the magazine that is focused on recipes and photos. He also may not be comfortable with you, the sales person. This could be from personality conflicts. It could also have something to do with the age or gender of the person making the pitch.
Time may also be a reason for objection. These objections could revolve around his being busy and not wanted to make a decision that day. It may involve waiting for someone else to make the decision. Time can also impact the objection is the individual is simply not interested in the product that day.
One of the big objections that many sales people face is price (Castleberry and Tanner, 2014). Vijay may object to the price because he is also a small business and has a small advertising budget. The only way he could sign with a new form of advertising would be to drop his add in the current newspaper he advertises with. He may also feel that the cost for the advertising subscription is too expensive for the amount of business he is going to derived form the
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Be sure to label the methods. Make any assumptions necessary to create your responses. The response for Vijay’s needs objection would be to use the compensation method. (Castleberry & Tanner, 2014) the compensation method is when the salesperson revisits the benefits of their company for the clients specific needs. By explaining the benefits of your newspaper that the competitors don’t offer. These could include the younger generation that buys the newspaper, or the opportunity to have more space or optimum placement. This would also work for his objection related to online advertising. Since he is not aware of the benefits it is important to show him how he will be compensated through reaching additional customers who do not buy paper printed newspapers.
Vijay’s objection to the source, newspaper, could be combatted with the indirect denial response method. (Castleberry & Tanner, 2014) this method is simply used. It involves the salesperson agreeing with some of the reasons mentioned by the buyer, but often is followed by the actual facts. Vijay’s lack of knowledge about the size of the newspapers readers and online viewers is the objection that the sales person needs to make. They need to acknowledge Vijay’s concerns, but talk to him about how the viewer base is just as large, but is not as obvious because of the online
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The reader becomes aware of traditional paid advertising as well as certain methods that can capture an audience, such as the use of ethos, pathos, certain negative advertising, as well as focusing on a politicians' character. She also notes differences in gender and ethnic political advertising, which will become more prevalent as more females and politicians other other ethnicities run for office. However, the inclusion of various claims and lack of explanations can also be a weakness. Because Kaid includes many concepts, the reader is unable to determine an argument. Kaid references advertising techniques and trends, and based off research, makes claims of where research should continue. Moreover, when she makes claims of where research should continue, she does not provide statistics or proof as to why she believes that. For example, when discussing negative advertising, Kaid states, "a lot of research suggests that negative advertising is effective […]" (33). This however is vague, as Kaid fails to provide the reader with proof. Kaid's article incorporates a variety of sub-topics discussed in other readings, such as gender and ethnicity and web-based advertising, but unlike the other authors, did not provide a central argument. Rather, Kaid looks at several aspects of political advertising, and makes several claims. I believe Kaid made valid
Spokane Industries has contracted Franklin Electronics for an 18 month product development contract. Franklin Electronics is new to using project management methodologies and has not been exposed to earned value management methodologies. Even though Franklin and Spokane have worked together in the past, they have mainly used fixed-price contracts with little to no stipulations. For this project, Spokane Industries is requiring Franklin Electronics to use formalized project management methodologies, earned value cost schedules, and schedules for reports and meetings. Since Franklin Electronics had no experience with earned value management, the cost accounting group was trained in the methodology in order to bid for the project.
salesman would not make him happy, but he had finally come to the realization of what does
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