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Mkt 420 Video Analysis 2 Adp Sales Call

Mkt 420 Video Analysis 2 Adp Sales Call

Q After viewing the videotaped lesson (https://merceru.instructure.com/files/848868/download?download_frd=1), answer the following questions to help you create a thoughtfully constructed reflective analysis of the lessons learned throughout Chapter(s) 1- 11. 1. Customer value is the customer’s perception of what they get for what they have to give up. What did the customer have to give up? Did the salesperson do a good job in helping the customer? What strategic priorities did the salesperson help the customer achieve? 2. Explain what trust is. How did the salesperson earn the customer’s trust? Explain how the salesperson built trust using expertise, customer orientation, dependability, candor, and compatibility? 3. What type of buying decision was used? Straight Rebuy, Modified rebuy, or New Task? 4. What SPIN or ADAPT questions did the salesperson use to guide the conversation and “solve” the customer’s problem? What questions would you ask to better solve the customer’s problem? 5. Based on the sales dialogue, what precall information did the salesperson gather?

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The customer had to give up money for paying the salesperson and ADP to provide professional payroll services for streamline the payroll processing of the customer’s company. The customer also had to provide ADP and the salesperson with the names and salary details of all the salaried employees. Therefore, there had to be confidential details of the company and of the employees shared with the salesperson and ADP. I think that the salesperson did a good job in helping the customer. This is because the salesperson asked close-ended questions, open-ended questions, dichotomous/multiple-choice questions, response-check as well as check-back questions to the customer.