Marketing 300 Chapter 2 Video Case Problem

Marketing 310

Chapter 2 Video Case Problem

1. Does it appear that Smith has adopted the prescriptions of a personal selling philosophy? (see the strategic/consultive selling model.) Explain. Smith appears to have adopted the prescriptions of a personal selling philosophy because Smith is constantly learning about new product changes while progressing and looking ahead for any changes in the market. Constantly learning more about his focus on relationships with his customers is vital for successful partnerships.

2. What prescriptions of the relationship strategy have been adopted by Marcus Smith? Describe why a relationship strategy is especially important in selling.

Marcus Smith has adopted all strategies to create value for his customers, his company, and himself. A relationship strategy is especially important in selling because trust and commitment are vital for a relationship to progress and grow into an ongoing and steady experience for the customer(s).

3. Value added delling is defined as a series of creative improvements in the sales process that enhance the customer's experience. Describe the various ways that Marcus Smith can create value for his customers.

Marcus Smith can create vale for his customers by committing to checking in with them on a quarterly basis, offering specials, or by merely staying in contact to ensure the best ongoing service at that particular period in time.

4. Why would it be important for the marketing support personnel (marketing research, product managers, advertising and sales promotion, etc.) employed by Liberty Mutual to understand personal selling? Can you describe any marketing support people that would benefit from the acquisition of personal selling skills?

Marketing support personnel should understand the importance of selling because the importance of strategic relationships is beneficial for addressing ongoing customer needs, ensuring value, building new relationships, and providing quality...