Brian Fetherstonhaugh:
What I learned when I was young[er] is no longer relevant for today - something that C-suite executives most constantly keep in mind!
The world of sales has changed. Customers don’t want to spend 40 minutes telling you about their problems and then you will tell them if you can help them. Plus social media has changed the sales landscape.
First, read this full article, published bij Forbes.
1.1 Why has the selling process changed over the years?
1.2 List the most important differences of the sales process itself. Imagine you’re buying a product. What is different nowadays, compared to ± 10 years ago?
1.3 Why is the selling funnel not relevant anymore?
1.4 Brian Fetherstonhaugh gives an example why the buyer-seller relationship nowadays is extremely different. Explain the difference.
1.5 Which role does a sales person have in the new world? How can he/she still be successful?
Marktplaats and Vinted are two examples of platform-based economy. Before you go any further, take a moment to study these sales platforms.
2.1 Analyse, discuss and compare Marktplaats and Vinted.
2.2 Find answers to the following questions:
2.2.1 How are these apps built up?
2.2.2 Describe for which audience these apps are made.
2.2.3 How can the sales person fit the customer wishes? How can he get the information about what the customer already knows about a product?
2.3 How can one be more consultative and collaborative on social media? Please write down at least three suggestions.
3.1 Create an advertisement on Marktplaats or Vinted. Analyse your effort and monitor the sales process.
Are you working in a group?
Each student separately places one identical product for sale on Marktplaats or Vinted. It actually doesn’t matter what kind of product it is. Just make sure group members are able to compare their efforts and measure results.
3.1.1 Which advertisement do you think is the most effective? And why? Please motivate your opinionBeing able to know whether something is fact or opinion, is very important when reading news or watching an advert for example.
• A fact is something that can be proved to be correct.
• A… Read more.
3.1.2 Product (nearly) sold? Got some attention on the product? The next step is the packaging and distribution process. What could you do to make this a memorable sale for your buyer? Please come up with valid suggestions.
3.2 Who sold his product quickest? Why? Make a list of do’s and don’ts for an advertisement.
Discover whether you master the essence of this case by completing the corresponding core assignments. If necessary, you can share your answers with your teacher or supervisor.
