Reference no: EM133424685

Case Study: Each student will complete a term project consisting of 2 interviews with professional salespersons and provide the required data to prepare a written term paper. (Alternatively, a Power Point presentation covering the same material is acceptable and you will be given the opportunity to present in class.) You are not limited to one company. If the interviewee wants to remain anonymous, identify the industry, category and location. Otherwise, show name, title, company and location. Also, please specify if the interview was online or in person

Questions: The following Interview Guide should be used by each student:

1) Why did you choose a career in selling?

2) What have you found to be the most satisfying element of your job in sales? What is the most dissatisfying element in selling that you've experienced?

3) Do you make use of the "relationship marketing" concept in your sales work? (Make sure that you define what is meant by this term).

4) Does your company have a written code of ethics? Can you summarize? (If not, ask if the sales professional has his/her own code and how this affects their work.)

5) Given the product (service) that you sell, what are the most important reasons why people buy your product (service) Ask about FAB: Features, Advantages, Benefits?

6) Please discuss the importance of effective communication to selling success in your business. Include advertising, direct marketing, social networking, the Web, direct customer contact, etc.

7) Some people have said that comprehensive sales knowledge (product, customers, technologies) is the key to sales success. Do you agree with this? Why is this so?

8) Do you prospect for new customers? How often? Please give examples of techniques that you now use to find new customers.

9) Before making a sales call, what steps do you take to prepare yourself for the meeting?

10) Every salesperson has his/her own selling style. What techniques do you use that you believe sets you apart from other salespersons?

11) If you could change anything to make your job easier, what would it be?

At the end of your interview results, have a conclusion section where you compare the two interviews for similarities and differences. Finally, state what you have learned about sales planning from the interviews.