Sales Methods

In: Business and Management

Submitted By Markfitz89
Words 2074
Pages 9
Sales assignment
Cover page
MSc in Digital Marketing (Module code MKT42000)
Module: Sales and Sales Management
Lecturer: John Collins
Assessment 1. (In no more than 1200 words) – worth 20% of overall course assessment as mentioned in the course outline
Companies excel by practicing 1 of 3 strategies:
Product leadership innovation and the best quality goods and services are offered
Operational excellence – low cost and process efficiency are delivered Customer intimacy The best total solution (service/relationship building) Your brief
Select a company for each strategy mentioned above. (i.e. one company per strategy) . (i.e. one company per strategy)
Advise the sales manager of the sales method they should be using for each company. Explain clearly why you believe that this method is appropriate and why other sales methods are inappropriate.
Advise the sales manager as to the type of salespersons they should be recruiting. For one company only
Using the SPIN Model (i.e., Situation, Problem, Implications, Need) prepare a list of questions you would use if selling to a buyer.
Finally, using the Formula Selling model prepare a list of questions you would use if selling to a buyer where this model is appropriate.
Background
Sales Methods
Stimulus ‐ Sales/No Sales
Formula Selling ‐ AIDAS
SPIN – Situation, Problem, Implications, Need

NAME- MARK FITZGERALD
STUDENT NUMBER-12254208
E-MAIL- mark.fitzgerald@ucdconnect.ie
Word count- 1,297 excluding cover page and bibliography

Product Leadership
Nike
Background
The three strategies that I will analyse are product leadership, operational excellence and customer intimacy and these strategies are where an organization chooses a value system and aligns their whole operating model to serve that discipline.

Product Leadership- NIKE
Product leadership is where a company…...

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