PART A
Question 1
An adaptive seller is a person who uses a selling strategy in which the way that is used to present a product or service varies according to the buyer viewing it. Adaptive selling takes into consideration the particular situation in which the commodity is presented, the demographics of the buyer, and the direct feedback received about the commodity. That is why the characteristics are associated to agile.
Question 2
Value exchange in the professional selling process refers to one of the four main attributes of a product or service. They are economic value, use value, production and sell, as well as price.
Consumer lifetime value in the professional selling process is a prediction of the net income that is attributed to the future relationship with a particular consumer.
Value proposition in the professional selling process is a marketing statement that shows summary of why a particular consumer should purchase a product or service. The statement should be convincing to a potential buyer that it will add more value or solve a problem more efficiently.
Question 3
Transforming a prospect to a customer may be done by telling a compelling narrative that will take the potential consumer through a journey. Some of the sales activities that may be involved include crafting a description of the product or service that will effectively deliver results by leveraging some social insights to analyze and gather data from buyers that will assist in the development of profiles for each and every profile.
Question 4
Competition in the business world is increasing day by day that is why the study of professional buying is also increasing. Professional buying is important because it reduces cost by buying price limits that will ensure that a particular dealer buys items with the potential to gain profits.
Question 5
I would soft sell to spendthrift buyers and hard sell to tightwad buyers. Consultative would help in selling technical products and solution selling would be best for indecisive buyers.
PART B
A tactical plan is the systemic determination and scheduling of short-term or immediate activities that are required for achieving the set goals and objectives of the strategic planning. Also, it can be described as the way a particular business might establish, use, as well as integrate the hierarchy, systems, and culture of the organization in order to pursue the strategies that will bring a competitive advantage as well as improved performance. For instance the organization I’m working for produces key micro-electronic components and Apple is our largest potential buyer. The steps in my tactical plan are as follows:
1. Development of the organ8zation with high potential of carrying out strategies successfully. This may involve training other personnel on knowledge and skill of the electronic components and how they are going to market them.
2. Maximally utilizing the financial resources that the company has to effectively engage in activities that are useful to the strategy. For each planned event and the associated costs must be traced straightforwardly to the strategy that our organization wants to realize. Therefore, any activity that will not contribute effectively to the strategy cannot be used.
3. By formulating the policies and regulations of our organization for the strategy will maximally help the in achieving the objectives.
4. Finally ensure that there is continuous enhancements through superior policies and programs. Superior policies and programs are those that will ensure achievements of the goals and objectives in lesser time. The improvement is based on the past information from the policies that were used in the past for our organization. To improve this program, the company must identify what effectively worked and what failed in previous sessions, then make the required changes to come up with the plan.
In order to have Apple buy pour micro-electronic components, we need to create and establish a good relationship of trust with them, by using certification and technical experience of our company at the best prices. It would be also best if we offered incentives such as discounts for purchases that are in bulk. This will be more attractive to buyers. Consultative selling will also come in handy in this case even though it may be time consuming. We may also agree to have a sales engineer who will properly evaluate the maintenance and reduce cost of repair. We may ask a lot of relevant questions to Apple and review the data received before making the necessary recommendations on our product before supply. This method may involve the microelectronics to be custom made for the Apple Company. The seller must gain trust of the buyer , therefore, it would be proper to offer a reasonable warranty period of the microelectronic components. We can also offer to provide direct delivery of the microelectronic components to specific factories of Apple. This will be a really good marketing strategy because it will have reduced the transportation cost of the Apple Company and hence advantageous. All these methods above are effective ways in our tactical plan to get Apple as the consumer of our product.
