The sales process in marketing is an important aspect in achieving company’s objectives. Through sales, a company benefits with the collected revenue and also experiences increased growth if there is an increase in sales volume. The sales force are tasked with the job of making sales for the company and also work as company’s image representative while doing presentations for the company’s product. Understanding the features and benefits of the product is vital in selling as this determines if the person tasked with the job of selling has chances of closing sales (Jobber, 2004, p. 26).
Case study: Jims’ sales process
Based on Jims’ case in the video, Jim is unable to do a clear presentation of the products he is selling. He fails to demonstrate that he understands properly the products he is offering to his clients, and this gives unclear picture of what exactly he’s selling. In the video, the client seems not to have enough information about the product presented by Jim even after going through the proposal. As a representative of Goodman System, he also fails to loyalty to his company by allowing discussion outside what he’s expected to present especially with job opportunities.
Having presented a proposal, Jim is expected to understand that this presentation it’s either he become smart in his presentation or either he fails to make any sale. He is expected to use his communication skills to give clear pictures of how the client will benefit with the product. Jim also seems not to have a clear voice; he has a deeper voice that seems not clear at some point. The portrays his weakness in communication and this easily deny him a chance to make a sale if the product features are not understood by the client. Jim is also not able to understand the client needs and motives especially when asked about the products cost that the client seems to find absurd. Jim is unable to give clear details about the product cost, and this demonstrates that he don’t clearly understand the product features
Jobber, D. (2004). Principles and Practice of Marketing (4th ed.). Berkshire: McGraw
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