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4 pages/≈1100 words
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Style:
MLA
Subject:
Business & Marketing
Type:
Essay
Language:
English (U.S.)
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Topic:

Business & Marketing Essay Research

Essay Instructions:


Part 1: 10pts.


You must watch the two Guest lectures that are posted in the PSA 5 Alternate Assignment folder.   This will be monitored in the Class Progress section of D2L.


Guest Lecture Lisa Woodke


Guest Lecture Corey Williams


Parts 2 and 3 should be written as a report with a cover page that includes, the class, your name, the date and which guest lecture you will be using in your report.


Part 2: 20pts


After viewing the lectures, please select a class topic / concept from one of the two lectures. (Examples of possible topics would be Probing, Opening, Precall planning, Presenting to customers, or other class topics can be used). After selecting your topic, please complete the following in a one to two page summary, identifying 2 to 3 outside sources on your selected topic. These sources for your topic should be properly referenced and cited. 


In the summary the following should be included:  


A.   The lecture and topic you selected to write on and a detailed analysis of the guest speaker and how they use/implement the topic into their sales process that you selected.


B.    Using your topic and the 2 to 3 outside sources please develop a detailed analysis of best practice for using the topic in the sales process, explaining how they improve the process.


Part 3: 20pts


Being that this PSA 5 Alternative Assignment is being develop because of the current Coronavirus pandemic, please complete  a one to two page summary of how the pandemic is impacting the business of one of the two guest lectures viewed and how the impact is being handled.  In the summary please note which guest lecture you are selecting.  You must identify 2 to 3 outside sources on your selected business and the impact. Each source should be properly referenced and cited. 


IMPORTANT: Your paper and analysis will be graded for content, spelling and grammar.   Make sure you cover all three parts. The page limits are guidelines, developing a report short of the minimum will impact your grade. 


Essay Sample Content Preview:
Pre-call Planning by Sales Representatives
Author Name(s), First M. Last, Omit Titles and Degrees
Institutional Affiliation(s)
Section A: Pre-call Planning
In any business organization, the sales department acts as a direct link between the products /services offered by the organization and the clients (Spillecke & Brettel, 2013). Thus, the sales department is responsible for making sales, growing the business, and effectively retaining clients. In essence, the sales department maintains relationships with the organization's clients. Further, the sales department builds relationships with clients, which helps to identify unique customer needs. In so doing, sales representatives become privy of client personal information, which makes future interactions smooth. Sales representatives, therefore, have an essential task of ensuring the growth and stability of the company by finding and retaining clients (Spillecke & Brettel, 2013). A necessary aspect of the job description for sales representatives during the sales process is pre-calling planning.
Pre-call planning refers to the research process involved before a sales call is made to a potential client. It is, therefore, an information-gathering process aimed at giving the sales representative a good chance of striking a deal. In ordinary circumstances, the client has the power to either accept or reject a proposal from a sales representative. Therefore, many sales representatives are often in a powerless situation. The pre-call plan offers information that can be used during the call. In this case, therefore, information is the most powerful thing a sales representative can have because it helps them make informed decisions and ease the sales process (Spillecke & Brettel, 2013). According to Cory Williams (2020), sales representatives should gather personal, organizational, needs, history, and challenges information before embarking on making a call to a potential client.
Cory Williams is a 2013 graduate from the Michigan State University through the FIM program. A former president of the FMA, currently working for RS Hanline as a sales representative. Before his current employment, Williams has worked for PepsiCo with two internships at C.H Robinson. Hanline Company Inc. is a historically trusted supplier of fresh produce founded in 1986 in Shelby, Ohio (Hanline, 2020). The company supplies this fresh produce to retailers across the United States of America, currently operating in 23 states. It is involved in an extensive line of fresh-cut, value-added, specialty, and locally produced products. Fresh-cut processing, repacking, retailing, wholesale, and private label packaging are the company's special.
With substantial experience as a sales representative, Williams appreciates the fact that making the first call to a potential customer is a task, and therefore, the importance of pre-call planning. There are several steps involved in pre-call planning. The first and most important one is to research the potential client (DelVecchio, 2012). Such research will reveal information on the prospect's purchase history, historical problems, satisfaction with current suppliers, and the type of business the prospect is involved in. Williams suggests...
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