HA400 : The Class : Presentation : Need Discovery : Need Discovery Management

(P3, S5, T1)

Phase 3:  ACQUISITION AND MAINTENANCE STRATEGY

Step 5: Presentation Management

Topic 1: Pre-Approach Planning & Customer Need Discovery

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Audio 1:          None

Text Reading : READ TEXT ONLINE

Article Reading: On Negotiations: Use For Selling & Winning In Job Interviews

Optional Presentation: Power Point - On Negotiations

Web Activity 1:  "Improving your Listening Skills"

Role-Play Reading: Role-Play III - Learn about How Salespeople Discover Needs and Buying Motivations from Customers

.........................................a. Remind yourself how are all of these Role-Plays Connected? CLICK HERE.

.........................................b. If a Salesperson conducts a good "Needs Discovery" sales call, what steps must he/she do? CLICK HERE.

.........................................c.Give me an Example of a "Need Discovery" Sales Conversation CLICK HERE.

Group Activity1: (20 Points) AFTER reading ALL assignments:  Text, Online Lessons, & Web Activities - DISCUSSION:

                               GO TO VCC: The Power of "Questions and Listening"

HomeworkAssignment 1: ALL CLASSES (20 Points): Synthesis Question P3, S5, T1

Project Assignment 1:

Project Assignment 2: "Capstone Project" Specifications

Check Your Grade:  WEB CLASS

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