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Creating Value in the Sales Process


Week 3 Discussion

Creating Value in the Sales Process

Define a real-world product or service which has a direct sales force. Using value chain and marketing mix (4 P’s) considerations from chapter 3, describe how this supplier creates value within the sales process.


As an example, when I searched for and purchased a condo in Palm Springs last summer:


My agent built value through the service she provided by sending me links to properties listings matching my requirements, she drove me to see properties and was informative in offering advice on those occasions, and her agency had a well-known and respected name. (this is Product/Service)


She negotiated her fee downward for me. (this is Price)


 and she had a blog where she exhibited her knowledge of the business. She also networked to be known in my area and so that I was referred to her by my sister (this is Promotion).


Distribution channel is direct sales within a brokerage which operates as an intermediary within the real estate brokerage industry (this is Place)




For each initial posting, provide a 100 to 200-word response with reference to at least one credible source with APA referencing. 2 point deduction for no reference.


For replies, post at least 1 substantive reply to other students or the instructor for each DQ with no length requirement, but the reply must be substantive and further the discussion. 3 point deduction for no reply.


Be sure to be online 2 days or more in order to respond to other students and/or the instructor. If online only one day, there is a 1-point deduction.


Late penalty for late DQ initial posts and replies is 20% (minus 3 points) for up to 4 days. After that, late DQ posts are not accepted.


Initial posts are due on Friday for full credit and may be posted until Sunday with a deduction of 1 point. Replies are due on Sunday but post earlier for better interaction.


Writing clarity is required and will be reflected in grading for initial postings and replies.


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