{"id":428668,"date":"2018-10-06T10:09:51","date_gmt":"2018-10-06T10:09:51","guid":{"rendered":"https:\/\/acemystudy.com\/business-b2b-shadow-exercise\/"},"modified":"2018-10-24T08:45:02","modified_gmt":"2018-10-24T08:45:02","slug":"business-b2b-shadow-exercise","status":"publish","type":"post","link":"https:\/\/www.benedictsol.com\/blogs\/business-b2b-shadow-exercise\/","title":{"rendered":"Business (B2B) Shadow Exercise"},"content":{"rendered":"

Business (B2B) Shadow Exercise
\n<\/strong><\/p>\n

Assignment instruction:<\/strong><\/p>\n

This is the Business to Business (B2B) Shadow Exercise<\/p>\n

Activity<\/p>\n

The best way to learn the activities of sales professionals and account managers and also to relate what we do in this course is to experience real-live appointments with customers. Each student will have the opportunity to go on sales calls with a business-to-business (B2B) professional. It is your responsibility to find a B2B salesperson\/account manager to shadow. To encourage you to contact and schedule your shadow appointment, you will be required to turn in evidence of an appointment confirmation within the first month of class. For the shadow project, you are required to write a paper based on your experience working with your B2B professional. The B2B sales professional must make sales calls with business customers. <\/em>Every effort should be given to secure your appointment and to write the sections of your paper. <\/strong>The grade rubric\/outline of paper deliverables<\/p>\n

Settings and best-of-class examples (FALL 2014 EXAMPLES – #1<\/p>\n

Settings<\/p>\n

, #2<\/p>\n

Settings<\/p>\n

, and #3<\/p>\n

Settings<\/p>\n

and these older examples #1<\/p>\n

Settings<\/p>\n

, #2<\/p>\n

Settings<\/p>\n

, #3<\/p>\n

Settings<\/p>\n

, #4<\/p>\n

Settings ) will assist you with completion of the paper.<\/p>\n

\u00b7 Blue related to Matt Walker<\/strong><\/p>\n

\u00b7 Red related to Travis<\/strong><\/p>\n

\u00b7 Green for both<\/strong><\/p>\n

Learnings: Part I – Introduction
\n<\/em><\/strong>\u00d8 Background on company, products sold and to whom, and salesperson.<\/p>\n

Who I have meet:<\/strong><\/p>\n

1. Matt Walker \u2013 Retail Sales Consultant<\/strong><\/p>\n

2. Travis Neumann: Clan solutions executive<\/strong><\/p>\n

a. His team: Small group national business<\/strong><\/p>\n

b. UP: Ultimate prospector (the program he used)<\/strong><\/p>\n

c. Business opportunity is the lead list<\/strong><\/p>\n

d. Work with a lead list<\/strong><\/p>\n

Target costumers:<\/p>\n

\u00b7 Students,<\/p>\n

\u00b7 Old people,<\/p>\n

\u00b7 Middle class,<\/p>\n

\u00b7 young families.<\/p>\n

\u00b7 Companies<\/p>\n

\u00b7 Big groups<\/p>\n

Background on company: someone who has sales experience, customer service skills.<\/p>\n

\u00b7 Phone lines<\/p>\n

\u00b7 Phone internet<\/p>\n

\u00b7 Direct tv (Entertainment)<\/p>\n

\u00b7 Wi-Fi extension service<\/p>\n

\u00b7 Phone Watches<\/p>\n

\u00b7 Sounds pars<\/p>\n

\u00b7 Security cameras<\/p>\n

\u00b7 Phones and tables +(accessories)<\/p>\n

\u00b7 Brands: Apples, Samsung, LG, Motorola, Asus<\/p>\n

\u00b7 Network security<\/p>\n

\u00d8 Description of product knowledge and selling skills needed for job.<\/p>\n

\u00b7 Month training before you start to work<\/strong><\/p>\n

\u00b7 Monthly training (5 to 10) they are Requirements<\/strong><\/p>\n

\u00b7 Sales skills<\/p>\n

\u00b7 Costumer service skills<\/p>\n

\u00b7 Ability to sell Entertainment<\/p>\n

\u00b7 Communication skills<\/p>\n

\u00b7 Patience<\/p>\n

\u00b7 Harassments<\/p>\n

\u00b7 Code of business conduct<\/p>\n

\u00b7 Friendly<\/p>\n

\u00b7 Team work<\/p>\n

Learnings: Part II \u2013 Sales Calls<\/em><\/strong><\/p>\n

\u00d8 Describe the strengths and weaknesses of the selling presentations. (10)<\/strong><\/p>\n

Strengths:<\/p>\n

Buy one get one buy (BOGO)<\/p>\n

Weaknesses:<\/p>\n

In conduction you have to have tv service (Direct TV)<\/p>\n

\u00d8 Role of nonverbal communication:<\/p>\n

\u00b7 It is hard to have nonverbal communication especially on phone calls, but they depend most on Using the BODY LANGUAGE, Smiling, and being friendly on their meeting.<\/p>\n

\u00b7 The verbal communication is very important to have<\/p>\n

\u00d8 Objection handling:<\/p>\n

1. Ask more questions<\/p>\n

2. Find a solution<\/p>\n

3. The more you know about the consumer and their needs the more will be easier to solve the objections<\/p>\n

\u00d8 Closing and asking for the order:<\/p>\n

\u00b7 All the stores have the same inventories and all of the goods got shipped from the main Warehouse which it\u2019s on TX state.<\/p>\n

\u00b7 The store doesn\u2019t have ability to place quantity of items per orders. So, the main distribution office will ship the amounts depends on the store size as levels and location such as, state, city.<\/p>\n

\u00d8 What are the ways they maintain relationships with customers?<\/p>\n

\u00b7 By providing them a great experience at the store started the greeting and first impression they walk to the store till the greeting at the end of the service by walking them to the door.<\/p>\n

\u00b7 Constant communication and find the commonalities<\/p>\n

Learnings: Part III \u2013 Buyer(s) Interview<\/em><\/strong><\/p>\n

\u00d8 Why they buy from one company rather than another?<\/p>\n

\u00b7 Relationships are key \u2013 often they buy because they trust you as a sales executive<\/p>\n

\u00d8 What are the main benefits they look for when buying?<\/p>\n

\u00b7 Cost of products or services, reputation in the marketplace,<\/p>\n

\u00d8 How does the salesperson influence their decision?<\/p>\n

\u00b7 Need to be a trusted advisor, sometimes I have had to tell people that our solution may not be the best for them and that leads to trust because I am not misleading them just for the sale<\/p>\n

\u00d8 What makes a good, bad, and ugly salesperson?<\/p>\n

\u00b7 Personality is key, you\u2019ve got to have some charisma that draws people in, be transparent and let the customers know you are their advocate.<\/p>\n

Learnings: Part IV \u2013 Summary<\/em><\/strong><\/p>\n

\u00d8 Discuss the main takeaways from this experience.<\/p>\n

Effort
\n<\/strong>\u00d8 business to Business Selling Situation :<\/p>\n

\u00b7 They do have a meeting every Tuesday at 1:00pm to make calls to receives and open new leads and scheduling new appointments to close the new leads<\/p>\n

\u00b7 In meetings, Stick to your objective agenda where you should have more info about the business before getting the consumer needs resolved<\/p>\n

\u00b7<\/p>\n

\u00d8 Overall Professionalism:<\/p>\n

\u00b7 They were very professional where they try to contain their costumers and convincing them to switch to At&t. The do their best on selling and servicing their costumers and put their efforts to make sure the customer is satisfied with the service.<\/p>\n

Related note:<\/p>\n

The way of how he thinks to meet a consumer or organization:<\/p>\n

P<\/strong>roductivity and efficiency<\/p>\n

I<\/strong>mage<\/p>\n

E<\/strong>xpenses<\/p>\n

R<\/strong>evenue<\/p>\n

S<\/strong>afety security and stability<\/p>\n

Following up is very important.<\/p>\n

BIO
\n(B<\/strong>uyer\u2019s I<\/strong>nformation O<\/strong>bjectives)<\/p>\n

Organization:<\/p>\n

State and Gaps Relationships Commonalities<\/p>\n

The Decision Maker(s):<\/p>\n

Decision History Alternatives Favored Alternative Current P\/S\/C\/P Decision Criteria<\/p>\n

P\/S\/C\/P Decision Stages<\/p>\n

SOCS PIERS:<\/p>\n

\u00b7 productivity, efficiency<\/p>\n

\u00b7 image<\/p>\n

\u00b7 expenses<\/p>\n

\u00b7 revenue<\/p>\n

\u00b7 safety, security, stability<\/p>\n

\u00b7<\/p>\n","protected":false},"excerpt":{"rendered":"

Business (B2B) Shadow Exercise Assignment instruction: This is the Business to Business (B2B) Shadow Exercise Activity The best way to learn the activities of sales professionals and account managers and also to relate what we do in this course is Read More …<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-428668","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/posts\/428668","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/comments?post=428668"}],"version-history":[{"count":0,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/posts\/428668\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/media?parent=428668"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/categories?post=428668"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.benedictsol.com\/blogs\/wp-json\/wp\/v2\/tags?post=428668"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}