AY Honors/Christian Sales Principles/Answer Key - Revision history

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W126jep at 15:34, 17 May 2021

2021-05-17T15:34:29Z

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2021-01-23T05:17:09Z

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2020-12-20T15:19:41Z

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Jomegat at 04:39, 19 November 2020

2020-11-19T04:39:35Z

W126jep: Correct year

2018-07-11T16:33:48Z

Correct year

Jomegat at 21:15, 22 March 2015

2015-03-22T21:15:38Z

Jomegat at 02:03, 11 March 2015

2015-03-11T02:03:19Z

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 <!-- 1. Explain the responsibilities of a Christian salesperson as related to how they treat their customers and boss. -->
 Christians strive to live according to the principles of the life of Christ and the Golden Rule.
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-When dealing with customers, a Christian is honest and forthright, not withholding information or misleading people simply to gain a sale.  A Christian is not high pressure and will not try to intimidate people into purchasing a service or product from them. Rather, he is empathetic and understanding of the customer's concerns and needs.  He knows his product and its benefits thoroughly and is able to answer questions competently and quickly in order to help his customer make the decision that will best serve him.
+When dealing with customers, a Christian is honest and forthright, not withholding information or misleading people simply to gain a sale. A Christian is not high pressure and will not try to intimidate people into purchasing a service or product from them. Rather, he is empathetic and understanding of the customer's concerns and needs. He knows his product and its benefits thoroughly and is able to answer questions competently and quickly in order to help his customer make the decision that will best serve him.
 <!--T:4-->
-A Christian is courteous to his employer, and remembers that it is his place to serve.  He will not cause strife in the work place and show angst toward his employer when talking with fellow employees or customers.  A Christian will strive to put the best interest of the company at the forefront of his efforts by being professional and clean.  He will discuss problems with the source and not spread rumors in the work place.
+A Christian is courteous to his employer, and remembers that it is his place to serve. He will not cause strife in the work place and show angst toward his employer when talking with fellow employees or customers. A Christian will strive to put the best interest of the company at the forefront of his efforts by being professional and clean. He will discuss problems with the source and not spread rumors in the work place.
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 '''1. Product Knowledge
 '''
-How can you lead someone to buy your product unless you understand it?  The complexity of the product will deturmine how much effort this step requires. Selling cars requires more knowledge than selling ice cold bottled water on a hot summer day at the beach.
+How can you lead someone to buy your product unless you understand it? The complexity of the product will determine how much effort this step requires. Selling cars requires more knowledge than selling ice cold bottled water on a hot summer day at the beach.
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-You will need to figure out a way to find potential customers.  Internet searches, industry associations, mailing lists, lists of past customers and lists of people who have contacted your company for information as a result of advertising are all possibilities. Alternatively you might decide to place yourself in front of prospective customers at a trade show or go where the customers are looking for your product (like that beach on a hot summer day with bottled water).
+You will need to figure out a way to find potential customers. Internet searches, industry associations, mailing lists, lists of past customers and lists of people who have contacted your company for information as a result of advertising are all possibilities. Alternatively you might decide to place yourself in front of prospective customers at a trade show or go where the customers are looking for your product (like that beach on a hot summer day with bottled water).
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 <!--T:13-->
-The sooner you qualify, the sooner you can decided if the prospect is a potential customer. Are they the decision maker? Do they influence the decision maker? Can they afford the product? Do they need the product?  The qualification stage starts when you are prospecting for leads, continues during the setting of the appointment and wraps up when you are convinced the prospect is qualified.
+The sooner you qualify, the sooner you can decided if the prospect is a potential customer. Are they the decision maker? Do they influence the decision maker? Can they afford the product? Do they need the product? The qualification stage starts when you are prospecting for leads, continues during the setting of the appointment and wraps up when you are convinced the prospect is qualified.
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 <!--T:19-->
-Once you've made your presentation and answered your prospect's questions and objections, it's time to ask for the sale. Instead of saying "So you want to buy this?" you might close the sale by asking indirect questions like "would you prefer the red one or the blue one?" or "Is regular shipping ok or do you need a faster delivery?". Some salespeople will start filling out the order form and ask questions like "what business name do you want on the order?"  Remember, the prospect often wants you to help them buy. This is the second-most neglected stage of the sales cycle... which is especially sad given that it's probably the most critical one.
+Once you've made your presentation and answered your prospect's questions and objections, it's time to ask for the sale. Instead of saying "So you want to buy this?" you might close the sale by asking indirect questions like "would you prefer the red one or the blue one?" or "Is regular shipping ok or do you need a faster delivery?". Some salespeople will start filling out the order form and ask questions like "what business name do you want on the order?" Remember, the prospect often wants you to help them buy. This is the second-most neglected stage of the sales cycle... which is especially sad given that it's probably the most critical one.
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 <!--T:22-->
-Objections are often questions that just need to be answered.  Ideally, you want to help the buyer answer his/her own questions and objections rather than answering the objections yourself. People believe their own voice more than someone else's.
+Objections are often questions that just need to be answered. Ideally, you want to help the buyer answer his/her own questions and objections rather than answering the objections yourself. People believe their own voice more than someone else's.
 <!--T:23-->
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 <!--T:25-->
-Understanding the market requires research to understand what the market (the customers) need and want and how they are meeting these needs and wants.  If you do not understand what alternatives the customer has to your product how can you differentiate between your product and other products they could buy instead?  Each product or service must be positioned in the market (price, quality, quantity etc) and the product position should be reviewed regularly as the market changes over time.
+Understanding the market requires research to understand what the market (the customers) need and want and how they are meeting these needs and wants. If you do not understand what alternatives the customer has to your product how can you differentiate between your product and other products they could buy instead? Each product or service must be positioned in the market (price, quality, quantity, etc.) and the product position should be reviewed regularly as the market changes over time.
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 <!--T:28-->
-. '''It streamlines the sales process'''.  Having to call the plant or check the literature breaks up the sales call and costs valuable time.  It is much easier to just answer a question immediately.
+. '''It streamlines the sales process'''. Having to call the plant or check the literature breaks up the sales call and costs valuable time. It is much easier to just answer a question immediately.
 <!--T:29-->
-. '''It builds trust.''' A properly trained salesperson who knows the product appears professional, knowledgeable and trustworthy - all good qualities that increase the comfort level in the buyer.  Buyers prefer to deal with someone they can trust, even refusing to buy something they actually want if they don't trust the salesperson.
+. '''It builds trust.''' A properly trained salesperson who knows the product appears professional, knowledgeable and trustworthy - all good qualities that increase the comfort level in the buyer. Buyers prefer to deal with someone they can trust, even refusing to buy something they actually want if they don't trust the salesperson.
 <!--T:30-->
-.  '''It prevents problems'''.  Product misrepresentation can be costly for the buyer and can kill the company's representation. It can lead to legal battles and other undesirable consequences, all of which proper training and product knowledge can prevent.
+. '''It prevents problems'''. Product misrepresentation can be costly for the buyer and can kill the company's representation. It can lead to legal battles and other undesirable consequences, all of which proper training and product knowledge can prevent.
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 <!--T:36-->
-The sales cycle for most things does not complete with the sale.  Followup ensures that the customer is satisfied, allows the salesperson to proactively fix any problems and collects valuable feedback.  A followup call or visit also is a great time to see if the customer would like to buy more of the product (many customers place a small order at first as a test) and to ask for referrals.
+The sales cycle for most things does not complete with the sale. Follow-up ensures that the customer is satisfied, allows the salesperson to proactively fix any problems and collects valuable feedback. A follow-up call or visit also is a great time to see if the customer would like to buy more of the product (many customers place a small order at first as a test) and to ask for referrals.
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 <!--T:40-->
 For general sales a college course or degree in sales and marketing is good start. A Business Administration degree will also prepare you well for a sales career. For very technical products, some companies prefer trained engineers or other experts in the business.
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 <!--T:53-->
-However, Christians should avoid working selling products or services that go against Christian Principles and personal beliefs. Selling for a tobacco firm, winery or adult entertainment company would not be appropriate. Misrepresenting products or selling products that do not provide good value (like scams) is inappropriate. If in doubt, don't do it. A good test is - would Jesus approve?  Will my mother approve? There are so many opportunities to sell products and services that people want and need and that will improve their lives there is just no reason to stoop to selling something harmful or that does not represent good value.
+However, Christians should avoid working selling products or services that go against Christian Principles and personal beliefs. Selling for a tobacco firm, winery or adult entertainment company would not be appropriate. Misrepresenting products or selling products that do not provide good value (like scams) is inappropriate. If in doubt, don't do it. A good test is - would Jesus approve? Will my mother approve? There are so many opportunities to sell products and services that people want and need and that will improve their lives there is just no reason to stoop to selling something harmful or that does not represent good value.
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 <!--T:57-->
-All businesses and professions involve some sort of selling. Without selling goods and services are not exchanged. You might earn money for school, some special treat, or just for living expenses.  If you have the opportunity and are at least 16 consider joining the Magabook program in your area (contact your conference office). Here is [http://www.youtube.com/watch?v=NxJgHNeI-uw some students experience].
+All businesses and professions involve some sort of selling. Without selling goods and services are not exchanged. You might earn money for school, some special treat, or just for living expenses. If you have the opportunity and are at least 16 consider joining the Magabook program in your area (contact your conference office). Here is [http://www.youtube.com/watch?v=NxJgHNeI-uw some students experience].
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 <!--T:59-->
-Practicing the sales presentation - and getting constructive feedback on it - is one of the most important steps in the sales process.  An effective, confident sales presentation will result in many more sales and a much more effective use of your selling time.
+Practicing the sales presentation - and getting constructive feedback on it - is one of the most important steps in the sales process. An effective, confident sales presentation will result in many more sales and a much more effective use of your selling time.
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 <!-- 9. Interview a Christian salesperson and a Christian retailer regarding the following points: -->
 Note this requires two interviews. This does not have to be a colporter, it can be any Christian in sales or retail sales. Ask around, many people are in sales and most sales people love to talk. Maybe a Realtor you know?
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 Practicing the sales presentation - and getting constructive feedback on it - is one of the most important steps in the sales process.  An effective, confident sales presentation will result in many more sales and a much more effective use of your selling time.
-==9.	 Interview a Christian salesperson and a Christian retailer regarding the following points:== <!--T:60-->
+==9. Interview a Christian salesperson and a Christian retailer regarding the following points:== <!--T:60-->
 Note this requires two interviews. This does not have to be a colporter, it can be any Christian in sales or retail sales. Ask around, many people are in sales and most sales people love to talk. Maybe a Realtor you know?
-===For the Salesperson:  <br>a. Is a lot of traveling involved in the profession of selling? <br> b. What other ways does the job of a salesperson affect family life? <br> c. How are sales people paid? <br> d. What opportunities for advancement are there in sales? <br> e. What does the future hold for a career in sales? <br> f. How do you get customers? <br> g. What do you like the most about your job? The least? <br> h. Does being a Christian make a difference in the way you do your job? === <!--T:61-->
+===a. For the Salesperson:  <br>i. Is a lot of traveling involved in the profession of selling? <br> ii. What other ways does the job of a salesperson affect family life? <br> iii. How are sales people paid? <br> iv. What opportunities for advancement are there in sales? <br> v. What does the future hold for a career in sales? <br> vi. How do you get customers? <br> vii. What do you like the most about your job? The least? <br> viii. Does being a Christian make a difference in the way you do your job? === <!--T:61-->
-===For the Retailer: <br>a. What type of education and training is helpful for a retail sales career? <br>b. What advancement opportunities are available in retail sales? <br>c. When you place an order, which do you rely on most, service of the sales person, price, market characteristics, or the quality of the product? <br>d. What do you do when a customer complains about an error he thinks your store has made when he is actually the one at fault? <br>e. Does being a Christian make a difference in the way you run your store? <br>f. What do you like the most about your job? The least?=== <!--T:62-->
+===b. For the Retailer: <br>i. What type of education and training is helpful for a retail sales career? <br>ii. What advancement opportunities are available in retail sales? <br>iii. When you place an order, which do you rely on most, service of the sales person, price, market characteristics, or the quality of the product? <br>iv. What do you do when a customer complains about an error he thinks your store has made when he is actually the one at fault? <br>v. Does being a Christian make a difference in the way you run your store? <br>vi. What do you like the most about your job? The least?=== <!--T:62-->
 ==References== <!--T:63-->
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 ==1. Explain the responsibilities of a Christian salesperson as related to how they treat their customers and boss.== <!--T:2-->

AY Honors/Christian Sales Principles/Answer Key - Revision history

W126jep: Marked this version for translation

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Jomegat at 04:39, 19 November 2020

W126jep: Correct year

Jomegat at 21:15, 22 March 2015

Jomegat at 02:03, 11 March 2015

Jomegat bot: Bot: Automated import of articles * existing text overwritten *

Jomegat bot: Bot: Automated import of articles * existing text overwritten *