ECON 101 – Explain how the constant changes in technology affect sales and service processes

Section 2 –Due Week 3:
Use information from
the Week 2 Discussionto complete
this section Informationabout the Prospect
·The Buying Firm (15 points) -Chooseone specific prospect
from your prospect list in the Week 2 Discussion.Outline information about the
company you are selling to based upon yourpre-call research.
Thoroughly explainwhat the buying
firm does and what product/service it iscurrently
using (that you will replace with your product/service). Remember to include the
title and briefjob description of your buyer.
·Prospect’s Needs (5 points) -Explainyour prospect’sneeds.
Describewhy you are meeting with
this prospectand what you have
previously done with this prospect
(correspondence, conversations,
meetings, etc.).
·Minimum of at least 1-2 pages.

Section 3- Minimum of atleast 3-4
pages in length
Section 3 Part 1-Due Week 4:Probing
Questions Script(20 points)
The most successful sales reps are
the ones who find out information througheffective probing techniques.
This section will give you hands-on
experience developing your probing technique. Identify your company name and
the product you are selling. Create a list of 15 probing questions for your
product. At least half of your questions should be open-ended questions.
Thepurpose for creating these questions is to attain more information about the
customer’s needs. Your questions should also uncover needs for the product you
are selling. Use the following types of questions (next to each probing
question, please indicatethe type of question you created and whether it is an
open or closed question):
·Situation
·Problem
·Need Payoff
· Implication Questions
Section 3 Part 2–Due Week 5:Sales
Call Script (20 points)
·Use the directions in Week 5 to create a Sales Call Script
that includes:
o15 probing questions and answersfrom the prospect. Identify
the type of each question and whether the question is open or closed.
OA statement that summarizes the prospect’s needs.
OA transition statement that will begin the sales presentation.

Portfolio Project Reflection
–
Due Week 7
:
Compose a
reflection that describes the
experience of researching and composing your Portfolio Project. In your
reflection, address the following
points.
o
Reflect on and assess the value of
what you have learned through the completion of this project.
How
could you apply what you learned in
order to become more successful in the workforce?
o
How has your thought process changed
as a result of working on this project?
o
Explain how the constant changes in
technology affect sales and service processes.

Some probing questions that I could
use and they need to be answered!
The company offers various insurance
products such as life insurance, disability insurance dental insurance among
many others.as sales representatives. It is essential to come up with the
questions that one can use to help the targeted consumers to learn more about
the company and choose it as their health care provider .An example of some of
the questions are:
1.
What
is BlueCross BlueShield?
2.
What
does the company offer that sets it apart from others?
3.
Is
the company a public or private company?
4.
How
many locations does the company have across America?
5.
Does
the corporation offer health insurance for patients with chronic diseases?
6.
Can
one be a member of the company and that of its rival?
7.
What
are the total payments to get made for each health insurance premium?
8.
Do
all the branches of the organization offer the same services and which ones?
9.
Does
the company offer insurance discounts to patients who have been members of the
association?
10.
What
legal cases are currently in court involving the organization?
11.
Do
the insurance premiums cover either outpatient or inpatient customers or both?
12.
Why should
a consumer ensure yet he or she has can pay for health services through his/her
credit card?
13.
In a
case of a patient’s death can the policy get transferred to the next of kin and
if yes how?
14.
Can
the company offer coverage when its member falls ill and gets admitted in a
foreign country where it does not operate?
15.
Which
avenues can the customer use to reach the organization?