USA: +1(669)289-8683 
Sign in
field : Business to Business Selling
Course : Marketing management
Please read the instructions carefully and proceed
Assignment #1 (3%)
Instructions:
The Assignment #1 is due in the Online Dropbox by Wednesday February 7th at 11:59pm. Please type out your response in a Word document. Save your Word document as “Assignment1yourlastname ” (e.g. mine would be Assignment1hubert ). Submit to the dropbox for Assignment #1 in FOL.
This is meant to be a self-reflection…….I am not expecting more than 1-2 pages.
Task One:
Please read the pdf file entitled “Sales Profiles Article” available under Week One of the Content Section on FOL.
Task Two:
Sales Professional #1 is Dann Ilicic – my thoughts on some interesting things he does that are very effective are;
· WOW Questionnaire when responding to an RFP, which give him information and knowledge about the prospect that others might not have. He uses this information to cater a presentation to them specifically.
· He and his team spend 50 hours preparing a sales presentation for a client – practice and rehearsal is very important to your sales presentation!!!
· Uses past client’s recordings to explain his company and products and service to prospective clients – this is a form of testimonial which is extremely powerful.
· Fun – he tries to incorporate a few elements of fun to make the presentation for memorable to the prospective clients.
Each of the other three sales professionals has some interesting methods or approaches to sales presentations. Please describe one characteristic of one of the four sales professionals that you think is important and would try to incorporate into your sales presentations. Please describe why you think that characteristic is so important.
Task Three:
Please complete and indicate your Personality Type (for example, ESTJ) using the link below;
http://www.humanmetrics.com/cgi-win/jtypes2.asp
You can watch the recording I posted called “My Personality Test” where I discuss and complete my personality test (4 minutes).
Please complete and indicate your Communication Style (for example, Director). You will need to use the two Excel files posted under Week two and watch the recording I posted called “My Communication Style” where I discuss Communication Styles and complete the activity to determine my communication style.
Tell me what your Personality and Communication style are based on the results. Using characteristics from your personality type indicator and your communication style type, please tell me whether or not you think your personality/communication type is conducive to giving presentations to customers and potential customers. Please explain. Would your personality/communication make a good Sales person? Please explain.
