Reflection Questions:
1) Consider all the relevant activities that you did to prepare for the sales call. Based on the principles that we have covered in the course, explain why you did each of these. (8 points)
2) Consider your overall objectives for the sales call and your planned strategy to meet these objectives. Explain how the activities that you considered in Q1 led you to these objectives and planned strategy. (5 points)
3) Adherence to formatting guidelines: (2 point)
You are encouraged to use appendices (e.g., evidence of preparation, plan document) that support your responses to these questions. Finally, as an example of the difference between what is expected for Q1 and Q2, the response for Q1 might mention the activity of researching a library database in order to understand the likely needs of the prospect; the response to Q2 would explain that, based on this research in Q1, you identified cross-platform compatibility as a primary need that the prospect has; therefore, one of your sales call objectives was to demonstrate NetSuite’s cross-platform compatibility and your planned strategy to meet this objective was to provide client testimonials because client testimonials are typically extremely effective at convincing prospects in “new task” buying decisions.
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