Video Assignment (https://www.youtube.com/watch?v=IHAHOgXpSok)

The main body of this video covers three learning objectives: The role of salespeople–salespeople have several important roles in an organization (selling, meeting buyers needs, and providing marketing information back to decision-makers) the structure and content of a consultative sales call the major types of salespeople– order takers, order getters, and supporting salespeople. After watching the video please, answer the following case questions: 1. Why would a company maintain a sales force when other less expensive methods of completing and supporting sales transactions could be used? 2. Describe how consultative selling works. Is consultative selling always the best approach? 3. How would you feel knowing that the contacts you wear were sold to the eye doctor who prescribed them? Source: CCCMarkering (2012). Professional Selling Serving Customers—Serving the Firm Retrieved from https://www.youtube.com/watch?v=IHAHOgXpSok

Sample Solution