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A. Spend a day with a sales person from two different store/companies such as Food chain or
Appliance store of your choice.
B. Describe each job, comparing and contrasting both.
C. Tell which position, you would prefer and why.
Topic 2: Prospecting
A. Identify prospects for each store you selected above under topic 1 in terms of customer
profile.
B. Pick product which is normally sold by salesperson on that particular store or why such
product is said to be a “ category killer” in the said stores.
C. Find out some important characteristics of each Sales person for each store include also
some physical observation in terms of their personality, behavior and strategy used in
dealing with customer. Use table or charts of comparison to differentiate the
salespersons.
1
Far Eastern University
A.Y. 2020 – 2021
Professional Selling and Sales Management
Topic 1:
Working Hot and compact Both are sellers of Cold and open
Environment products
Topic 2:
A.
- The prospect customers of Angel’s burger are those who are in class C because their
stores are just around the streets where everyone can easily access, and the prices of their
products are cheaper compare to others.
- While the prospect customers of SM Appliance Center are those who are in class A and
B since you can find their stores inside the mall which is not that easily accessible to some. Also,
SM Appliance Center provides good service and quality of products with a price that class C
customers do not typically afford.
B.
- The category killer for Angel’s Burger is there buy 1 take 1 burger because it is what
they are known for, their affordable burgers.
- The category killer for SM Appliance Center is their television because our group
observed that the first thing we see when we go inside the store are the televisions around and
many customers are looking and searching for it because it is really a must nowadays especially
smart tv because it is somehow a status symbol, it is good for the overall design of the house,
2
Far Eastern University
A.Y. 2020 – 2021
Professional Selling and Sales Management
and televisions are one of main source of entertainment in our homes besides to any appliances
such as washing machine, speakers, and etc.
C.
COMPARISON DIFFERENTIATION
The salespersons of Angel’s Burger and SM Angel’s burger might be selling foods, but
Appliance Center are both friendly and their salespersons do not usually look
approachable since they want you to buy hygienic and not that appealing to customers.
their products. Unlike on SM Appliance Center, you can see
that the salespersons are well dressed, looks
good, and presentable
Both performances are based on how many SM Appliance Center salespersons are more
products they can sell in a day. persuasive because they will have a
commission on the products that they will be
able to sell.
The employees and workers in Angel’s SM Appliance Center salespersons are more
burger and SM Appliance Store want to sell professional in terms of communicating since
their items because when they reach their they usually deal with class A and B
quotas it is possible to have a bonus in their customers.
salary.
Angel’s burger has cheap prices for their food,
but SM Appliance Store have expensive
prices.