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Thursday, January 19, 2012

MKT501 GDB No 2 Solution



Total Marks
20
Starting Date
Tuesday, January 17, 2012
Closing Date
Thursday, January 19, 2012
Status
Open
Question/Description

Topics covered:

  • Critique of Selling
  • Selling techniques
Mr. Aslam is an entrepreneur and commenced his own small scale retail store business to earn his livelihood. With the passage of time his business started growing and he decided to update his business on modern technological processes. He decided to introduce inventory management system and scanned price tags in order to bring more accuracy and transparency in stock holding and accounts maintenance. Mr. Aslam intended to purchase that technological equipment from a world known electronics store. At the end of December, he visited the store, met a sales agent, told him the requirements and asked him to guide accordingly. Being at the end of the month, the sales agent was intrinsically compelled to meet his target sales. Hence; instead of guiding Mr. Aslam for a low cost Core2Duo machine (which can easily fulfill his requirements), sales agent persuaded him to purchase more expensive laptop and presented him its features in such an illusive manner that Aslam decided to purchase an expensive laptop. After some time, back at business place, Aslam regretted to purchase an expensive machine though it was no more beneficial to him than any other low cost computer and he decided not to go for shopping at that electronics store.


Discussion Question:
By keeping above case in consideration you are required to discuss the ethical perspective of the selling technique adopted by sales agent and the customer while purchasing a machine.

Important Instructions:

1.   Your discussion must be based on logical facts.
2.   Your comments on the topic should not exceed 500 words.
3.   The GDB will remain open for 2 working days/ 48 hours. (Change if more days are allowed)
4.   Do not copy or exchange your answer with other students.  Two identical / copied comments will be marked Zero (0) and may damage your grade in the course.
5.   Obnoxious or ignoble answer should be strictly avoided.
6.   Questions / queries related to the content of the GDB, which may be posted by the students on MDB or via e-mail, will not be replied till the due date of GDB is over.

     For Detailed Instructions please see the GDB Announcement





SOLUTION


See this one correct idea solution 
Mr. Aslam may seek the advice of a salesperson given that a salesperson can help him realize the right car given those criteria. This can be a socially useful function; salespeople have specialized knowledge of products that can help consumers make an informed decision.
However, a salesperson may also talk a consumer into purchasing more expensive equipment then he needs or can afford.
However, it is sometimes the case that customers purchase a product or service that was not initially intended and remains an inappropriate purchase after the fact. On the other hand, the consumer in this scenario can be held partially responsible for the inappropriate purchase; indeed, "A fool and his money are soon parted." (English proverb)
Selling Technique is the body of methods used in the profession of sales. A good salesperson is much more knowledgeable about their product or service than the prospect could ever likely be and can offer valuable information and insight to the decision making process.
Good selling involves asking questions to elicit the prospect's needs and desires and finding the appropriate product or service that meets those needs and that the prospect is willing to pay for. If good prospecting (qualifying) is done, then the prospect may already be well suited to the product or service and the salesperson simply needs to lead the prospect to act on the desires and needs he has. A good salesperson is much more knowledgeable about their product or service than the prospect could ever likely be and can offer valuable information and insight to the decision making process.


Plz don’t copy make your own word this is only idea and one more

Persuasive selling technique was used by the sales agent to persuade Mr. Aslam and due to it he bought the expensive machine. Sales agent personal involvement was also in it because he wanted to meet the target of his sales. Ethically it is wrong to show such type of behavior even after getting the full details from the buyer so sales agent crossed the boundary of ethics by changing the thinking of Mr. Aslam and he successfully made the sale by persuasion technique.
On the other hand Mr. Aslam went there only to buy inexpensive machine and ethically he took help and guidance from the sales agent. But he was misguided to buy expensive machine.
In the end don’t forget that persuader was sales agent and he persuaded Mr. Aslam but no sale can be completed without buyer’s intention to buy that product "A fool and his money are soon parted" in this case Mr. Aslam became fool and he bought an expensive machine. Ethically sales agent was wrong and Mr. Aslam was right in this case.
If you feel that this will not help then please do reply to get better solution.



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