MKTG1274 sales planning and operations

QUESTION 1 From the information gathered in her first video conference, Jia is anticipating that Tanya may have sales objections. Help Jia to identify and categorise potential objections and support this with case evidence. Choose and justify effective response methods to deal with the identified objections. Write an email to Jia and explain how she should apply each method to address the objections and why these methods are appropriate QUESTION 2 Jia knows that she will need to have clear objectives if she is to be successful in her next meeting with W&R. Jia has asked for your advice and help to devise one Primary and one Secondaryobjective for the meeting. In an email to Jia, clearly set out the objectives and explain the rationale for these based on the evidence in the case study.QUESTION 3 Having developed objectives for the meeting, it is important for Jia to have a strategy to progress toward gaining commitment. Recommend an effective method for gaining commitment on thePrimary Objective you have set. Explain to Jia why the recommended method is appropriate anddevelop a short script for her to use in the meeting to progress toward gaining commitment on the objective. QUESTION 4 You have explained to Jia about the Value Proposition Canvas that you learned about in your Sales Strategy class and she is eager to understand how to use the model for the next meeting. Use evidence from the case to design the Value Map section of the Value Proposition Canvas and develop a Value Proposition Statement for Jia to use in the next meeting. Include this in a short report for Jia explaining your rationale and why you think this will address the needs of W&R. QUESTION 5As Jia’s meeting will be a video conference, she realizes that she needs to creatively capture Tanya’s attention and build dialogue quickly. Recommend an Opening Method for Jia to use. Explain why this is appropriate to create open dialogue and write a brief script for her to use