Selling Today: Partnering to Create Value, 14/e

Introduction

Salespeople today are working hard to become more effective in such important areas as person-to-person communications, needs analysis, interpersonal relations, and decision making. This role-play/simulation will help you develop these critical selling skills. You will assume the role of a new sales trainee employed by The Park Shores Resort and Convention Center.

Part 1

“Developing a Sales-Oriented Product Strategy” will challenge you to acquire the necessary product information needed to be an effective sales representative for the Park Shores (see Chapters 6 and 7). Your sales manager, T. J. McKee, will describe your new trainee position in an employment memorandum. Your instructions will include the study of materials featured ...