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Case Study: Weston Premium Woods

2577 Words11 Pages

MKTG 204 – Sec. ONG
Job Shadow Project

Submitted By: Baldev Singh Bassan 824 291 082 Amarpreet Kaur 824 961 957
Submitted To:
Peter Jurzack
Submitted Date
Dec. 1, 2014
Table of Contents
Company Profile 3
Industry Profile 4
Profile of Salesperson and the Sales Department 5-7
Compensation, Recruitment and Sales Training 8-9
Prospecting Methods 10
Pre-Approach 11
Approach 11-12
Needs Discovery 12
Sales Meeting or Presentation 13-14
Negotiating Buyer Concerns 15
Closing Techniques 15
Servicing the Sale 16
What did you learn? 17
Bibliography 18

Company Profile
Weston Premium Woods is a business to business company …show more content…

It helps them to stand up among the competition. Prospecting methods helps company to identify new and retain old customers by maintaining good relationships with them. He spends 25% of his time in prospecting. There are some of the prospecting methods used by this company are given below:
1. Yellow Pages: It is an online marketing tool. It helps them to advertise their products on their website to reach mass number of people. It helps them to attract with good customers.
2. Green Desk: Green Desk is also a one way which helps them to find some good customers.
3. Customer Referrals: Customer referrals are the best prospecting methods. Company’s existing customers helps company to get in touch with their friends. Their customers refers their friends to go for their company. These prospecting methods are able to find the potential customers. These customers get qualified when the salesperson get to know that the customers need their products.

Part 2 - Job Shadow …show more content…

4) Chemical resistance.
Softwood offers the benefits such as:
1) It is very cheaper.
2) It is readily available and easy to work with softwood.
3) Softwood have a faster rate of growth.
The sales representative utilized the handout as a selling tool. The handout consist of lots of information and demonstrate all the features and benefits of their items.

According to our opinion, the presentation style was appropriate for the personality style of the buyer. He communicate directly with his buyers. The sales presentation was successful because he takes care of his customer’s need. Merchant and purchaser don’t want to waste their time for unnecessary work. This method is a very effective to build a stronger and good relationship with their customers.
In my opinion, the best aspect of the presentation is the message because message demonstrate the business goal and profits. So it should always be clear and concise as possible.

Negotiating Buyer Concerns
Mr. Michael Shapiro mentioned that all the customers have great knowledge of all the items that they want to buy. But the main objection or concerns came up is that the price is too expensive and once our sales representative delivered late his earlier

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