Field Sales Experience Paper Assignment Example | Topics and Well Written Essays - 750 words - 1

Field Sales Experience Paper - Assignment Example I Tunes software serve the purpose of music transfer from computers to device by the use of Apple versions and operating systems of Microsoft windows. By the use of the description above, the salesperson hold prospects and attract the individual’s attention stimulating the desire and interest on the product. The customer is then left with the option to take action on the product. The customer is also presented with the opportunity to try, touch and hold the I Pod. The sales person uses a variety of presentation to win the customer. The first approach is by stimulus response. This is where by the sales person employ the use of appealing features of the I Pod as described, one after the other. The other way of presentation is the selling formula. It involves repetitive and memorized specifications of a product. Lastly, there is satisfaction of need formula. Being that each and every customer has different needs, the presentation should be aimed at a specific customer. During the time of sales the sales person makes sure that he addresses all the information needed to the buyer of the product and overcome the objections. For a sales person to overcome objections, the following should be taken into consideration: addressing and seeking out of objections, avoid coming up with objections not raised by the prospect, counter and anticipate the objection before the customer, the sales person should be satisfied by the price before selling of the product, retrieve information on the budget of the customer, and know the products value. For instance, I Pod is required by mostly the younger generation that needs to carry a lot of information in a portable drive and in the same time be able access movies and music. In this case, the customer’s need is a drive that can compress and satisfy different tastes of the targeted customer (Wood and Kotler). The sales person should be in a position to spot the needs of the