Position Paper

Position Paper Jia Lu Wang This video shows a manager named stigma of a game development ships company worker One, and he is looking to upgrade his security software due to a company expansion. In the video, Lisa is an eager sale representative for alpha Tech that is trying to acquire this business line opportunity from Player One since her company is considering new to the industry. On the other hand, Jim, who is a well stimulate salesperson for almost five years, and his company contribute provided Player One with their current security software body, because of that reason, Jim is very confident in getting this new contract. by and by revie deriveg the video, I think Jim should be awarded the business. The reasons I think Jim should win the competition are varied. First of all, Jim has more selling experience than Lisa, and he has personal relationship with Mark. During their meeting, they talked about golf, and Mark real a golf scope as a hold from Jim. This means they know each other for a ample time. Another fact shows Jim is a veteran sales is, he used ADAPT Questioning during the conversation, such as Is thither any tech issues keeping you…?, How would a breach regard your operation?

These questions can help a salesperson to form bubbles conversation that induce factual information about the nodes current needs, and also help the salesperson to have a better understanding of the buyers problem, accordingly based on the information, salesperson can generate solution. Second, Goodman trunk provided Player Ones current security frame; this signifies that they have long-term business relationship. As described in the text book, many buyers will feel intense verity to their present suppliers and use this as a reason not to change.(Sell, P172) Also in the video, Jim asked Mark Youve been happy with our with our security system for the last five years right? This proved the business relationship of the two companies. Third, Goodman System has been in the industry for... If you deficiency to get a full essay, order it on our website: Orderessay

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