Sales Interaction Report
Sales Interaction Assignment BU 485
A. Examining the selling interaction
The first thing I decide to do once I read the assignment outline was going through the chapter 5 of the Sales Management book from William L. Cron and Thomas E. DeCarlo “customer Interaction Management”. This lecture provides me theory enough to start analyzing the most recent sales interaction I had.
In the assignment I am going to analyze a sales interaction that took place a couple of weeks ago in the Conestoga Mall at the Foot Locker store where I went to buy a pair of boots.
Other important info is that I am from Madrid in Spain so I am not used to very cold winter with lot of snow, so the first thing I did before going to the mall I talked to a Swedish friend who is used to this kind of weather to know what kind of boots should I look for with the lucky coincidence that he have been working as a salesman on shoe shop last year. So more or less I knew what I was looking for in which characteristics my boots should have.
1. What type of selling process model do you believe was used by the sales person? Was the process appropriate to the circumstance of the sale?
From my point of view I believe that the salesman used a Standardized-selling model. This kind of model, uses “a series of statements that are constructed about an offering, so as to stimulate a positive response by the customer”1. The grounds in which I rely to sustain my point of view are that the employee of the Foot Locker started using word as “this are the best we have” and “if you buy another pair of shoes you will get a 50% off” pretending to convince me that it was a great deal.
In my opinion the standardized model is probably the best in this type of sales interaction because the standardized model “is most appropriate in situations where a product is
A. Examining the selling interaction
The first thing I decide to do once I read the assignment outline was going through the chapter 5 of the Sales Management book from William L. Cron and Thomas E. DeCarlo “customer Interaction Management”. This lecture provides me theory enough to start analyzing the most recent sales interaction I had.
In the assignment I am going to analyze a sales interaction that took place a couple of weeks ago in the Conestoga Mall at the Foot Locker store where I went to buy a pair of boots.
Other important info is that I am from Madrid in Spain so I am not used to very cold winter with lot of snow, so the first thing I did before going to the mall I talked to a Swedish friend who is used to this kind of weather to know what kind of boots should I look for with the lucky coincidence that he have been working as a salesman on shoe shop last year. So more or less I knew what I was looking for in which characteristics my boots should have.
1. What type of selling process model do you believe was used by the sales person? Was the process appropriate to the circumstance of the sale?
From my point of view I believe that the salesman used a Standardized-selling model. This kind of model, uses “a series of statements that are constructed about an offering, so as to stimulate a positive response by the customer”1. The grounds in which I rely to sustain my point of view are that the employee of the Foot Locker started using word as “this are the best we have” and “if you buy another pair of shoes you will get a 50% off” pretending to convince me that it was a great deal.
In my opinion the standardized model is probably the best in this type of sales interaction because the standardized model “is most appropriate in situations where a product is