Ms. Hansen's Mental Steps in Buying Your Product
Case 7-1: Ms. Hansen's Mental Steps in Buying Your Product
By:
GROUP 4
Alisha Adkins
Christian Crumpton
Charles Johnson
Shayla Moore
Submitted To:
Professor Dogan T. Harcar
In Partial Fulfillment of the Requirements for Personal Selling & Sales Management Marketing 4200-801
Spring 2015 - Online
March 29, 2015
Page 224
1. Examine each item you mentioned to Ms. Hansen, stating what part of the customer benefit plan each of your comments is concerned with.
I would say the first two comments made by the salesperson represents step one and step 3 of the customer benefit plan because they talk about the features, advantages, and benefits of the product as well as addressing the concern and how to fulfill that need. These two comments also present the sales, and suggested sizes and quantities the buyer should by from the business proposition. The third comment is an introduction into the marketing plan, step 3. The last comment represents step 2, the marketing plan, because the salesperson gives a suggested marketing technique on how the products should be promoted through a specific display with specific shelf spacing and a specific quantity of different size bottles.
2. What are the features, advantages, and benefits in your sales presentation?
The features in my sales presentation are various sizes of tide detergent. The advantages are increased sales and profits. The benefits would be a larger selection of various sized detergents for the customer to choose from.
3. Examine each of Ms. Hansen’s replies, stating the mental buying step she is in at that particular time during your sales presentation.
The first comment she was in the purchase steps. The salesperson was able to advise what she needs and she was ready to purchase. The second comment she was in the desire step. She wanted to purchase the product but had a question on how it could be done. The last two comment she was in the conviction step. Ms. Hansen wanted a clear vision on how
By:
GROUP 4
Alisha Adkins
Christian Crumpton
Charles Johnson
Shayla Moore
Submitted To:
Professor Dogan T. Harcar
In Partial Fulfillment of the Requirements for Personal Selling & Sales Management Marketing 4200-801
Spring 2015 - Online
March 29, 2015
Page 224
1. Examine each item you mentioned to Ms. Hansen, stating what part of the customer benefit plan each of your comments is concerned with.
I would say the first two comments made by the salesperson represents step one and step 3 of the customer benefit plan because they talk about the features, advantages, and benefits of the product as well as addressing the concern and how to fulfill that need. These two comments also present the sales, and suggested sizes and quantities the buyer should by from the business proposition. The third comment is an introduction into the marketing plan, step 3. The last comment represents step 2, the marketing plan, because the salesperson gives a suggested marketing technique on how the products should be promoted through a specific display with specific shelf spacing and a specific quantity of different size bottles.
2. What are the features, advantages, and benefits in your sales presentation?
The features in my sales presentation are various sizes of tide detergent. The advantages are increased sales and profits. The benefits would be a larger selection of various sized detergents for the customer to choose from.
3. Examine each of Ms. Hansen’s replies, stating the mental buying step she is in at that particular time during your sales presentation.
The first comment she was in the purchase steps. The salesperson was able to advise what she needs and she was ready to purchase. The second comment she was in the desire step. She wanted to purchase the product but had a question on how it could be done. The last two comment she was in the conviction step. Ms. Hansen wanted a clear vision on how