Selling (Chapter 11)

For business-to-business products, personal selling is an important component of the integrated marketing campaign. For this exercise, assume you are a salesperson for a restaurant supply business. Your company sells restaurant furniture, cooking equipment, and supplies to restaurants.

Resources:

• Relationship Selling Process
• Handling Objections
• Handling Objections – Closing the Sale
• 5 Reasons Clients Do Not Buy
• Psychology of Selling
• Best Door-to-Door Salesperson
  

Discussion Questions and Exercises:

1. Why is relationship selling important? Watch the first video. Identify each step in the selling process and relate it to your sales assignment (selling restaurant furniture, equipment, and supplies). Explain why it is important.
2. Watch the second video. What are the most common objections? How would you handle these objections in the restaurant supply business?
3. Watch the third video. Identify the sales techniques discussed in the video. Apply each technique in terms of selling equipment, furniture, and supplies to restaurants.
4. From the fourth video, what are the five reasons restaurants will not buy from you. How would you handle each of these situations?
5. From the “Psychology of Selling” video, what role do emotions play in business buying decisions? How would this relate to your task of selling to restaurants?
6. The last video is a humorous door-to-door salesperson. As you watch the video, make a list of traits of successful people as it relates to b-to-b sales, and in your case, selling to restaurants.