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Mr. Leroy West: A Recent Alumni Of Michigan State University

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Mr. Leroy West is a recent alumni of Michigan State University with a keen interest in sales and marketing. After graduated Mr. West assumed the role as a Sales Development Representative for Whirlpool Corporation. Mr. West is currently an SDR for the brand Maytag and is currently in sales training for his new role with company. My PSA assignment was completed on June, 16, 2016 at the Benton Harbor, MI Headquarters of Whirlpool Corporation. While conducting the shadow, Mr. West was instructed to review some of the essential items for his brand and also made a sales call during our visit. The call was confidential, however, afterwards we debriefed about important things to remember while making calls and also the importance of staying abreast …show more content…

One of the scenarios that we went over was the importance of making sales quotas and how I would sale a product to a consumer without directly alluding to selling that particular product. He stated that it was extremely important to know the products in full details and also highlighted the importance of the opening, probing, and doing a thorough needs assessment for the customer. The first thing that he stated was that it is important to check your body language and enthusiasm upon meeting that person. Next, he explained how important the sales situation is to the buyer. One of the main points he stressed was making the buyer feel comfortable in their environment by not being too forward, but making sure you translate that you are there for their assistance and …show more content…

The first he stated was make sure that you’ve already thought about some possible things that may distract the buyer from securing the purchase. He explained that it is the most critical in a sales call because a lot of buyers are prepared or anticipating a downside of the product or service. We also assessed integrating long-term and short-term sales and call objectives and strategies. Mr. West really went in depth with explaining the long term objectives because he said that it would affect the short term objectives as well. He emphasized about making this portion of the call stand out by inserting the importance of what the call is for. One of the examples he used was selling a certain amount of dryers to Lowes and being stern on the amount that should be sold, both long and short term. He also emphasized the most critical component to the call which is the closing. When he closed he made sure that you repeated the objectives of the call and also asked for a method of contact after they were done speaking. He stressed the importance of not jumping to the close but also allowing time for last minute questions and concerns. Overall, the mock call was very informative and really helped prepare me for the course work and also my career with

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