Electronic Office Security Corporation - Assignment Example

Question The conversation was natural. This is shown by the first ment made by Ann to attract the attention of JoeBell. Moreover, as the buyer who is at work, Joe is quick to tell Ann to go straight to the purpose of the visit.Question 2 No she did not ask too many questions. This is shown by the willingness of the buyer to answer the questions asked. The questions were also relevant since they made Ann to convince Joe in seeing the need to purchase the equipment to enhance security in the office.

Question 3 To clearly answer this question an understanding on the meaning of implication, problem, and situation and need pay off question is necessary. A situation question is used to collect facts. In this context they include;How many doors do you have at the ground floor?And ground level windows?And is it fairly small?…How long have you been here?…problem you would face without your computer?An implication question is used to develop a problem and make it seem more serious. They mainly include:And if you lost your software, wouldn’t it make it harder to process customer order?

And even worse … wouldn’t that hold your billing to customers?So if you lost them, wouldn’t it hurt the character of your office?But without a computer, wouldn’t your billing to customers suffer?Could you…without your computer?Would it be difficult…if it were stolen, for example?A need pay off question focus the customer attention to the solution rather than on the problem. They include;So there are 16 or 18 points that a thief can break in. .Does that concern you? A problem question is used to probe problems, points of dissatisfaction, difficulty that the prospect has.

They help direct one toward the core need of the prospect. They include;What effect would that have on your processing cost?And do you keep backup records somewhere else-in the bank, for example? …, your customer files –are also insured?Question 4To critically analyse the responses, it is important to understand the meaning of the various type of need responses;Implied Needs: Refers to statements by the customer of problems, difficulties, and dissatisfactionsThey include the following…would be quite awkward.

It would be inconvenient…replacement.I don’t … equipment only.No we don’t.Yes you’re right. … expensiveI see your point…as well as being inconvenient.…I’m sure we would grind to a halt in a matter of days.Yes it would be damaging….and concrete image.Explicit needs mainly refer to specific customer statements of wants or desires. They mainly comes from Need pay off questions. They include;“Put that way it does. I suppose we are not very secure.” These statement shows the customers desire to have a security system alarm installation.

Question 5 The main weakness the salesperson has is asking a few Need Pay Off questions. To achieve a greater success in my sales I would formulate more need pay off questions to enable me make sales much quicker as it will excite more explicit need response from the customer. The need pay off questions will get the customer telling me the benefits of my system to the current situation they are in. Implied questions will also help me to extract the difficulties or problems being faced by the customer thus enabling me to be able to make the customer more excited about the solutions my system will offer.

Research has always proven that successful salespersons ask mainly two types of questions i.e. the implied and the need pay off questions.Question 6 I would ask for an appointment to fully discuss my system. This is because the customer showed a very important need from his last response.Work CitedPearson, Robert L. Electronic Security Systems: A Managers Guide to Evaluating and Selecting System Solutions. Amsterdam: Butterworth-Heinemann, 2007.