ASU Fundamentals of Sales Paper

Description

Define the terms feature and benefit. List five features of a smartphone and provide a corresponding benefit(s) of each of the five features. For example, the phone may have a feature such as a flashlight. What would be the corresponding benefit of the flashlight feature? You are not allowed to use the flashlight feature because it was used to help bring understanding to the assignment.
Define each of the four SPIN questions, and develop SPIN questions for the following scenario: You are the student recruiter for Albanio State University, and you encounter a student who is currently enrolled at Fort Vargo State University. After attending FVST University for one year, the student is not completely satisfied with her experience and is thinking of transferring to another university. Develop SPIN questions to discover the needs of the student. Please be mindful of the fact your SPIN questions should represent a logical needs identification sequence.
A good opening is vital to getting a prospect’s attention, interest, and for the success of the sales presentation. Define the referral, benefit, and compliment openings. Assume you have an appointment to meet with a procurement manager for a major fast food restaurant chain. Provide an example of how you would use each of the three openings, referral, benefit, and compliment, in your first meeting with the procurement manager. Please state exactly what you would say in each of the openings.
Making a good first impression is very important to a successful sales presentation. In at least 100 words, explain how you go about making a good impression in your first meeting with the procurement manager mentioned in question three.

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