Q Assignment Instructions After reading Chapter 10, decide on what kind of approach to use. Then-- • Create two of the approaches for yourself in section 10.3. The approaches are below: o Question Approach o Product Approach o Referral Approach o Customer Benefit Approach o The Survey Approach o The Premium Approach o The Combination Approach • Write a scenario between a salesperson and a customer. You cannot duplicate the written examples in the text. You have to generate replies that relate to your product/service that you are going to be selling. You can copy and paste the example below into a word document to complete your scenario. • Read section 10.4 to prepare yourself for rejections and/or for getting past the gatekeeper. Example of a very brief (not acceptable) scenario: ? You: Mr/Ms. LeBlanc, thank you for fitting me into your schedule today. Is today still a good time for us to visit? ? Customer: Mr/Ms. Salesperson. I do have time blocked off to visit with you today, but I may have a call that is coming which may cause us to have a briefer meeting than I planned. ? You: From reading about you and your company on LinkedIn, I can tell that your company has been very successful in the past years by increasing sales in new territories. From my company's research, it has found that sometimes gains in creating new customers can cause old customers to be left behind. Wouldn't you agree that previous customers need to have attention, too? ? Customer: Oh, Mr/Ms. Salesperson that isn't news to me. We have created a great Customer Relationship Management Program here at the company over the years. No doubt you have a program that you believe is better. Our system is tried and proven. ? You: Mr/Ms. LeBlanc, with your record of success in this company, I am sure that you do. Would you like to see a system that is very efficient and very effective plus investing in it will cause the investment to be paid back in five years? Our program is filled with metrics that prove the program is effective and efficient. More important, it will keep your former customers loyal to your company. Our company keeps the system up-to-date with all the advances in artificial intelligence. Our system doesn't depend on the data that you have. Would you like to save money and keep both new and old customers? ? Customer: ? You: ? Customer: ? You: ? Customer: ? You: ? Customer: ? You: ? Customer: ? You: