Far Eastern University

A.Y. 2020 – 2021

Professional Selling and Sales Management

Discussion Topic no: 002 meet a sales person

Names:
Adajar, Paula
Albos, Aecel
Dayo, Anthony
Georgiou, Steven
Padrigon, Vincent Clark

Discussion Application no: 002 on:

Topic 1: The Selling Process

Instructions: on line Activity by Group

A. Spend a day with a sales person from two different store/companies such as Food chain or
Appliance store of your choice.
B. Describe each job, comparing and contrasting both.
C. Tell which position, you would prefer and why.

Topic 2: Prospecting

A. Identify prospects for each store you selected above under topic 1 in terms of customer
profile.
B. Pick product which is normally sold by salesperson on that particular store or why such
product is said to be a “ category killer” in the said stores.
C. Find out some important characteristics of each Sales person for each store include also
some physical observation in terms of their personality, behavior and strategy used in
dealing with customer. Use table or charts of comparison to differentiate the
salespersons.

Source :Management of Salesforce 10th edition, Stanton experiential exercises p74.

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 Far Eastern University
A.Y. 2020 – 2021
Professional Selling and Sales Management

Topic 1:

Angels Burger Similarities SM Appliance Center

Job Description Salesperson, Cook, Quota based Salesperson,

cashier, inventory compensation marketer,
checker, information explainer
maintenance.

Working Hot and compact Both are sellers of Cold and open
Environment products

Uniform Proper food cooking Both are required to Professional and

apparatus and wear uniform clean looking.
clothing

We prefer being a salesperson in SM Appliance Center because of its ideal working

environment. Job description is clear and specific compared to the hectic job description of an
employee of Angel’s burger. Job compensation also provides a higher salary than those working
at Angel’s Burger.

Topic 2:

A.

- The prospect customers of Angel’s burger are those who are in class C because their
stores are just around the streets where everyone can easily access, and the prices of their
products are cheaper compare to others.

- While the prospect customers of SM Appliance Center are those who are in class A and
B since you can find their stores inside the mall which is not that easily accessible to some. Also,
SM Appliance Center provides good service and quality of products with a price that class C
customers do not typically afford.

B.

- The category killer for Angel’s Burger is there buy 1 take 1 burger because it is what
they are known for, their affordable burgers.

- The category killer for SM Appliance Center is their television because our group
observed that the first thing we see when we go inside the store are the televisions around and
many customers are looking and searching for it because it is really a must nowadays especially
smart tv because it is somehow a status symbol, it is good for the overall design of the house,

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 Far Eastern University
A.Y. 2020 – 2021
Professional Selling and Sales Management

and televisions are one of main source of entertainment in our homes besides to any appliances
such as washing machine, speakers, and etc.

C.

COMPARISON DIFFERENTIATION

The salespersons of Angel’s Burger and SM
Appliance Center are both friendly and
approachable since they want you to buy
their products.
Angel’s burger might be selling foods, but
their salespersons do not usually look
hygienic and not that appealing to customers.
Unlike on SM Appliance Center, you can see
that the salespersons are well dressed, looks
good, and presentable

Both performances are based on how many SM Appliance Center salespersons are more
products they can sell in a day. persuasive because they will have a
commission on the products that they will be
able to sell.

The employees and workers in Angel’s
burger and SM Appliance Store want to sell
their items because when they reach their
quotas it is possible to have a bonus in their
salary.
SM Appliance Center salespersons are more
professional in terms of communicating since
they usually deal with class A and B
customers.
Angel’s burger has cheap prices for their food,
but SM Appliance Store have expensive
prices.

Angel’s burger some employees do not have a

proper training unlike SM Appliance Store
have a proper training
SM Appliance Store employees are totally
safe because they’re inside a mall and their
belongings will be safe too unlike in the
Employees in Angel’s Burger, they don’t have
a room to hide their belongings so it’s not
safe.