Question

1. Outline the first 5 steps of the professional selling process. Then, discuss 2 key activities that actually happens at each of these 5 steps?

2. Rewrite the following customer value proposition statement to meet all 5 criteria of an effective value proposition.“By adopting our customer satisfaction and retention programs, ABC company will see a dramatic increase in its market share”.

Answer 1

1. The first five effective steps for the professional selling process are:

1. Prospecting and Qualifying: The two key activities that happen in this step are having an introduction about the market and qualifying who are the people we have to make the sales attempt onto.  
2. Preapproach: The two key activities in this step are determing who we have to approach in the next step and preparing ourlselves for how we are going to approach them.
3. Approach: The two key activities in this step are approaching the right audience and the individual to have the sales attempt for and remembering the right insights and information about how to deal with them.
4. Presentation: The two key activities under this step are effective performing and presenting the right information in front of them and using the best communication practices to make them understand what we are trying to convey with this selling agenda.
5. Handling Objections: They two key activities under this step are listening to what are the objections raised by the listener or the party we are handing the things for and how effectively can we make the conversation and communication by presenting the right solution.

2. "By adopting a new product's quality increase and employee retention programs, ABC company will see a 45% increase in its market share in the next annual term"

As we can see, this value preposition statement is having quantifiable statements and more certain and realistic elements giving a value to the customer where the customer could relate more as no vague or general statements are being passed on.