2-discussion-responses-18

2 discussion responses, 2 references each response, 125 words each

One:

Social media norms have started to take over the traditional role of the salesperson. Gone are the days of walking into a store to receive the assistance of a salesperson. Consumers are now able to shop from the convenience of their home and web-based portals are to thank for that. Companies use social media to appeal to their intended audience using various methods. Emotional appeals are intended to tap an underlying psychological benefit of the purchase decision. Many advertisements for consumer products use humor, fear, and sex to achieve their objectives (Dhar, 2019). Amazon, food delivery subscriptions such and retail apps for smartphones have made it easy to avoid long store lines.

Amazon is an online retailer, but the e-commerce giant is now introducing brick and mortar stores into their business model. The first physical bookstore, Amazon Books, launched in Seattle in 2015 and has since expanded across America. It then acquired Whole Foods in a $13.4 billion deal, allowing Amazon to own 460 stores U.S., Canada and Britain almost overnight and this year saw the official opening of Amazon Go, the cashierless grocery stores which can now be found and may be coming to the U.K. soon (Schaverien, 2018). It is easy to see why the company would want to incorporate. Additionally, food subscription boxes are a go-to for individuals and families who might not have time to prepare meals. The appeal of such meal delivery services is evident in the growth of subscription meal boxes and the sheer number of companies now offering such services. Blue Apron, for example, has been valued at more than $2 billion and delivers more than 8 million meals per month (Cowley, 2015; Severson, 2016).

Finally, mobile retail apps are not downloaded as much as one would think, but they are still utilized by consumers who appreciate the convenience and discount from apps such as Wish. “In today’s competitive landscape, a mobile application is not just another piece of technology for retailers, it is a vital tool to engage shoppers with their brand. Done well, retail apps engage both in and out of stores with personalized experiences and easy credit solutions,” said Maya Mikhailov, head of marketing at GPShopper, a subsidiary of Synchrony (Green, 2018).

References:

Cowley, S. (2015). Want to Shop for a Surprise? Try a Subscription Box. The New York Times.

Retrieved February 27, 2020 from https;//www.nytimes.com/2015/08/13/business/

smallbusiness/subscription-box-start-ups-on-the-rise.html

Dhar, R., Winer, R. (2019). Marketing Management. Boston: Prentice Hall

Green, D. (2018, August 23). Shoppers have a new attitude toward apps, and retailers are taking

Advantage. Retrieved February 27, 2020, from https://www.businessinsider.com/retail-

apps-are-growing-2018-8

Schaverien, A. (2018, December 29). Five Reasons Why Amazon Is Moving Into Bricks-And-

Mortar Retail. Retrieved February 27, 2020, from https://www.forbes.com/sites/

Annaschaverien/2018/12/29/amazon-online-offline-store-retail/#1e7b36c95128

Severson, K. (2016). It’s Dinner in a Box. But are Meal Delivery Kits Cooking? The New York

Times. Retrieved February 27, 2020 from https://www.nytimes.com/2016/04/06/dining/

meal-delivery-service-subscription-boxes.html

Two:

Personal selling is described simply as direct face-to-face selling (1). However, this has increasingly become an expensive method of selling (1). In general training and compensating salespeople is expensive, however compensation coupled with traveling & lodging fees can become costly (1). As the world has become increasingly technological a good salesperson needs to be very savvy on navigating their customer base and assisting them virtually (1). Therefore, many organizations are making strides to fully automating their salesforce. Software provided through salesforce or Oracle are programs companies are using to help with full automation (2). Essentially the selling market has been turned upside down, the idea of “traditional” sales roles has completely changed, and salespeople must conform to being web marketers (2).

Reverse auction hubs are virtual hubs typically created for B2B (business to business) transactions (3). This is a hub where sellers can compete with other sellers to win buyers (3). The only caveat to reverse auction is that the sales price usually goes down as buyers compete instead of in a traditional auction where prices increase (3). This may sound like sellers do not benefit, but sellers benefit as they have increased access to buyers, small businesses can compete, and all suppliers have the same access to information. It is also important to understand that these hubs can be designed to meet the needs of the organizations based on various inputs (4). However, these hubs do add multiple layers of complexity. Many companies are struggling to handle the rapidly changing marketplace, but ultimately, in a neutral hub marketplace it benefits both buyers and sellers mutually (4).

In my organization the push for sales automation is occurring rapidly. Recently, the conversion to Microsoft CRM occurred in order to manage customer accounts more efficiently and helping inside sales reps and account managers in assisting and selling to the customer. The next move is to move to salesforce and that will manage the process even more efficiently. Companies overall are adapting to the very technological world and this has changed the dynamic of how companies sell and market their products.

References:

  1. Winer, R. S. and Dhar, R. (2016). Marketing management (4th ed.). Boston, MA: Pearson Learning Solutions.
  2. Young, Thomas (2011). A Selling Revolution: How the Internet Changed Personal Selling (Part 1). Business & Growth Strategy. Vistage. https://www.vistage.com/research-center/customer-engagement/a-selling-revolution-how-the-internet-changed-personal-selling/
  3. Alfred, Lestraunda (2019). Reverse Auction: What It Is & How to Crush It in Sales. Sales. https://blog.hubspot.com/sales/reverse-auction
  4. Kaplan, S. & Sawhney, M. (2000). E-Hubs: The New B2B Marketplaces. Sales. Harvard Business Review. https://hbr.org/2000/05/e-hubs-the-new-b2b-marketplaces



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