SELLING STYLE AND REFLECTION ASSIGNMENT

WORTH 15% EVALUATION. /46 MARKS TOTAL.

Complete all of PART A, PART B and PART C REFLECTION QUESTIONS below. Both Parts A and B must be
completed in order for the Part C Reflection Questions to be graded.

PART A:

WHAT’S YOUR POTENTIAL FOR A CAREER IN SALES

Complete this short Sales Survey and add up your score at the end to see where you stand in your
interest, inclination and skills needed to be a successful salesperson. /10 marks

For survey scoring purposes, indicate the answer that best suits you. You can highlight your answer or
use whatever works so that you can add up your sales survey score at the end AND your Professor can
see each of your answers.

1. How comfortable are you with initiating conversations with strangers?

 A. Very comfortable (3 points)

 B. Somewhat comfortable (2 points)

 C. Not comfortable at all (1 point)

2. Do you enjoy problem-solving?

 A. Yes, I thrive on finding solutions (3 points)

 B. Sometimes, depending on the situation (2 points)

 C. Not really, I find it stressful (1 point)

3. How would you describe your listening skills?

 A. Excellent, I’m very attentive (3 points)

 B. Good, but I’m working on it (2 points)

 C. Average, I often get distracted (1 point)

4. Do you set personal goals regularly?

  A. Yes, I have a clear plan for success (3 points)

 B. Occasionally, when I’m motivated (2 points)

 C. Rarely, I go with the flow (1 point)

5. How do you handle rejection?

 A. I see it as an opportunity to improve (3 points)

 B. It bothers me, but I recover quickly (2 points)

 C. I find it difficult to move on (1 point)

6. Are you comfortable working with numbers and metrics?

 A. Yes, I enjoy analyzing performance data (3 points)

 B. Somewhat, but it’s not my favorite task (2 points)

 C. No, I prefer other responsibilities (1 point)

7. How persuasive are you in conversations?

 A. Very persuasive; I can influence others easily (3 points)

 B. Moderately persuasive; it depends on the topic (2 points)

 C. Not very persuasive; I struggle to convince others (1 point)

8. Do you/would you enjoy working in a competitive environment?

 A. Yes, I thrive under competition (3 points)

 B. Sometimes; it can be motivating (2 points)

 C. No, I prefer a collaborative atmosphere (1 point)

9. How well do you adapt to change?

 A. Easily; I embrace new challenges (3 points)

 B. It takes some time, but I adjust (2 points)

 C. I struggle with unexpected changes (1 point)

10. How important is building relationships to you?

  A. Extremely important; it’s the foundation of success (3 points)

 B. Somewhat important; it depends on the context (2 points)

 C. Not very important; I focus on tasks (1 point)

11. How would you describe your work ethic or perceive how your work ethic might be?

 A. Strong; I’m very disciplined and driven (3 points)

 B. Moderate; I’m consistent but not always focused (2 points)

 C. Weak; I’m still working on it (1 point)

12. Do you enjoy learning about new things – products, services, etc.?

 A. Yes, I’m naturally curious (3 points)

 B. Sometimes, if they interest me (2 points)

 C. Not really; I stick to what I know (1 point)

13. How do you handle pressure and deadlines?

 A. I perform well under pressure (3 points)

 B. I manage, but it can be stressful (2 points)

 C. I find it very challenging (1 point)

14. Are you comfortable speaking in front of a group?

 A. Yes, I enjoy public speaking (3 points)

 B. Somewhat; I get nervous but can manage (2 points)

 C. No, I avoid it whenever possible (1 point)

15. How do you/would you approach solving customer complaints?

 A. Proactively; I find the best solution quickly (3 points)

 B. Carefully; I take time to address the issue (2 points)

 C. Hesitantly; I’m unsure how to respond (1 point)

 16. How do you prioritize your tasks when managing multiple deadlines – either at school or
work?

 A. I create a detailed plan and stick to it (3 points)

 B. I focus on the most urgent tasks first (2 points)

 C. I often feel overwhelmed and struggle to prioritize (1 point)

17. How do you feel about working long hours in order to do a job well?

 A. Motivated; I’m willing to put in the effort (3 points)

 B. Neutral; I’ll do it if necessary (2 points)

 C. Reluctant; I value a strict work-life balance (1 point)

18. Are you naturally optimistic?

 A. Yes, I always see the glass as half full (3 points)

 B. Sometimes, but I can be realistic too (2 points)

 C. No, I’m more of a pessimist (1 point)

19. Are you naturally inclined to contact people again after meeting them for the first time?

 A. Always; it’s part of building relationships (3 points)

 B. Sometimes; if I see potential value (2 points)

 C. Rarely; I prefer to move on (1 point)

20. How confident are you in your ability to meet targets and goals that either you set for yourself or
others set for you?

 A. Very confident (3 points)

 B. Somewhat confident (2 points)

 C. Not confident (1 point)

PART A Survey Scoring:

FILL IN THE TOTAL POINTS THAT YOU GOT? 52

 50-60 points: You have strong potential for a career in sales!

 35-49 points: You have some qualities of a salesperson; with practice, you can excel.

 Below 35 points: Sales might not be the best fit, but you can absolutely work on developing the
skills needed to be a successful salesperson.

PART B:

9 TYPES OF SALES STYLES

a) READ the Article below to familiarize yourself with the 9 TYPES OF SALES STYLES:

INDEED Editorial Team. August 15, 2024. 9 Types of Sales Styles: Definitions and How They Work.

https://www.indeed.com/career-advice/career-development/sales-style

“A sales style is the way a salesperson approaches making a sale. Since sales professionals have a wide
variety of personality types, a specific sales style might not fit every person. Effective sales professionals
understand their own strengths and weaknesses and adapt a sales style based on what works for them.”

b) Below is a brief description of all 9 Types of Sales Styles as identified in the article.

After learning about yourself from the Survey above, for each Sales Style description, think about what
your Sales Style would be by identifying if you AGREE or DISAGREE with how that style would suit your
personality and strengths/weaknesses. /4.5 marks

When answering, type in your answer on all 9 points – AGREE or DISAGREE. *Then at the end, list all of
the Sales Styles that you Agree or Disagree with (see below).

1. Building trust and maintaining long-term customer relationships should be a salespersons top
priority. - AGREE

(Relationship Selling)

2. Focusing on closing the deal quickly and efficiently without unnecessary interactions is a good sales
strategy. - DISAGREE

(Aggressive OR Transactional Selling)

3. Enjoying identifying a customer’s specific pain points (needs), even if the customer wasn’t
necessarily aware that they had that need, and providing tailored solutions. - AGREE

(Solution Selling)

4. Challenging customers’ assumptions or what they think they already know about the products that
are being sold and offering new ways to approach their needs. - DISAGREE

(Challenger Selling)

5. Performing even better and wanting to work harder when competing with other salespeople in
your company in order to achieve the highest sales in the company. - AGREE

(Competition Based Selling)

6. Emphasizing to the customer the measurable value and Return on Investment (ROI) of the product
or service during sales conversations. - DISAGREE

(Product Oriented or Value Selling)

7. Collaborating with customers to co-create solutions that meet their unique needs. - AGREE

(Collaborative Selling)

8. Working to understand the needs the customer knows that they have by listening carefully to the
customer in order to find the right product for them. - DISAGREE

(Need Oriented Selling)

9. Not necessarily focusing on the big sales but being sure work ethics and connecting with as many
customers as possible is the way to reach their goals. - AGREE

(Hardworking)

c) /4.5 marks

*List below all of the (Sales Styles) that you AGREED with:

 Relationship Selling
 Solution Selling
 Competition-Based Selling
 Collaborative Selling
 Hardworking Selling

*List below all of the Sales Styles that you DISAGREED with:

 Aggressive/Transactional Selling
 Challenger Selling
 Product-Oriented/Value Selling
 Need-Oriented Selling
PART C:

Reflection Questions (PART’s A and B must be completed in order to receive any marks for PART C.)

1. Using the results of the Sales Survey, are you surprised at the results, positive or negative, and
which questions resonated most with your current interests and skills? (You must choose at
least 5.) For each one of your answers, describe Why? /10 marks

I was not surprised by my final score because I already knew that I possess many qualities that
align with sales. However, this survey made me reflect on my strengths and areas for growth.
The five questions I most identified with were:

1. How comfortable are you with initiating conversations with strangers? (Q1)
I am sure of myself initiating conversations with strangers, which is an important aspect
of sales. Many times at EmerDepot, I had to attend to customers that I did not know.

2. Do you enjoy problem-solving? (Q2)

Problem-solving is something that I really like, as reflected in my handling of order issues on
the job. The fact that a solution has been made and customers are satisfied makes me feel
good.

3. How do you handle rejection? (Q5)

Sales involve a lot of rejections, and I feel that I can handle setbacks. Rejection for me is an
opportunity to learn something new, which helps me to grow professionally.

4. Do you enjoy learning about new things – products, services, etc.? (Q12)
I like to increase my knowledge, be it about products, market trends, or customer needs.
And this curiosity helps in sales, as the more informed I am, the better I can suggest.

5. How important is building relationships to you? (Q10)

I am more for long-term relationships rather than just closing quick deals. This again goes
hand in hand with my inclination toward Relationship Selling, where trust is the basis of
success.

2. What questions in the Sales Survey did you score lower than expected? (You must choose at
least 3.) What could you do to improve in each of those areas? /3 marks

The questions which I scored lower and improvement which I can make in them are as follows:

1. Handling unexpected changes and adaptability (Q9)

 I usually take time getting used to a new environment. What I can do to work on this is be
more flexible, open up to different scenarios, and learn from them.

2. Working with numbers and metrics (Q6)

While I can do basic numerical skills, I feel that I need to improve my analytical skills in sales
data and performance metrics. An online course in sales analytics could help me build this
skill.

3. Prioritizing multiple tasks effectively (Q16)

Sometimes, I feel overwhelmed with multiple deadlines. To improve, I could work on
enhancing my time management skills by using productivity tools like task lists and
prioritization techniques.

3. From the Sales Styles listed above, you would have picked several styles that AGREE with your
personality. Of those listed, which 2 do you think most accurately reflects your natural selling
style? Why? As part of your answer, describe both the strengths and weaknesses that come
with those 2 selling styles. /4 marks

The selling styles that will fit my personality are Relationship Selling and Solution Selling.

Relationship Selling

Why it fits: I am very much into long-term relationships-building trust rather than quick sales. I
would not mind ensuring customers come back for more rather than just having to meet targets
of immediate sales.

Strengths: Builds loyalty, repeat customers, and referrals. Creates a strong personal brand.

Weaknesses: It could take a bit longer to close, and some customers may expect personal
attention that I am not always in a position to offer.

Solution Selling

Why it fits me: I enjoy understanding a customer's problem and offering them a tailored
solution, as seen in my ability to resolve issues at my last workplace.

Strengths: Customers feel valued; your credibility is enhanced to a great degree, and customer
satisfaction is more likely to be positive.

Weaknesses: The job requires a good deal of listening and in-depth product knowledge, meaning
constant learning and training.
4. Reflect on a time in your life when you successfully persuaded someone or solved a problem.
Describe the situation and how did it feel to be able to do so? /2 marks

At EmerDepot, I was working as a Fulfillment Associate, where there was a customer whose
online order was misplaced by the carrier. That was not my mistake, but I owned up to the
situation and completely assured him. I quickly arranged for the replacement order to be
shipped out. In this, not only was the immediate problem solved, but also the customer felt
satisfied because taking ownership plays an important part in sales and customer service.

5. How do you handle setbacks or challenges in your academic life? How might these strategies
translate to a sales role? /3 marks

I generally take setbacks positively and view them as learning experiences. This mindset is
essential in sales because rejection is common, and persistence is required to succeed.

6. What aspects of a sales career seem most appealing to you? Least appealing? /5 marks

Most Appealing: To interact with different people, solve their problems by offering them the
right solutions.

Least Appealing: The pressure to meet strict sales targets, which may sometimes result in stress
and burnout.