Discuss the role salespeople play in enhancing customer valu

Discuss the role salespeople play in enhancing customer value, making specific reference to the sales force effectiveness gap highlighted in the Achieve Sales Excellence text and the role sales programs are assuming in order to close this gap.

As the most advanced form of selling, please discuss the three roles consultative salespeople assume in their customer relationships.

Describe how transaction-focused traditional selling differs from trust-based relationship selling. Please discuss at least three specific points that differentiates the two approaches.

Solution

Discuss the role salespeople play in enhancing customer value, making specific reference to the sales force effectiveness gap highlighted in the Achieve Sales Excellence text and the role sales programs are assuming in order to close this gap.

Answer: The sales people are the reprentatives of the business as well as they become the one point contact for the customers too. With the feedback of the customers in place with them and delivering the feed back to the firm about the product change, modification, delivery time, and other vital aspects they ensure that the best value can be created for the customers.

As the most advanced form of selling, please discuss the three roles consultative salespeople assume in their customer relationships.

Answer: The three roles are:

1. Information provider: Sales man is the one point contact for the customers. This reasons a very crucial job as they have to provide an unbiased advice sometimes and may create a role conflict for them.

2. Relationship manager: The sales man has to manage the relationship with the customer and make the relationship for log term.

3. Value creator: The salesman job is to provide the right feeback to improve on the product and services.

Describe how transaction-focused traditional selling differs from trust-based relationship selling. Please discuss at least three specific points that differentiates the two approaches.

Answer: The two selling methods ra edifferent in terms of creating value for the customers. The transaction-focused traditional selling primarily tries to maximize profits whereas trust-based relationship selling cares for the customer value and their sentiments and thus maximize the value for the bsiness.