George Brown College Field Business Concepts Based Research Paper

George Brown College

Question Description

I need an explanation for this Marketing question to help me study.

Write 5-7 pages on 5 to 7 new ideas or concepts that you learned from your interview. We are looking to see what you have learned from going out in the field and prospecting for an experienced business to business sales professional which lead to the interview and provided you with all this new information based on the quality of the questions you’ve asked.Every group will have different experiences in the information they will gather but here are some examples of what you may want to share: you may have learned somenew ideas on prospecting, handling objections, networkingor securing sales.

Breakdown of the Field Based Research Paper:

1. One page on how you and your partner prospected and secured a face to face appointment with your Business toBusiness sales professional. How did you create your list, why you chose who you chose? How many calls did you make before you gained a commitment for a meeting? What successes, failures and challenges did you encounter?

2. Maximum of one page for each new idea or concept you learned from this interview (minimum o f5 to a maximum of 7new ideas or concept).

3. Reflection ---one page summary of your thoughts and experiences in conducting this research paper.

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Final Answer


Running head: PART 3

Field-Based Research Paper
Student’s Name
Institutional Affiliation


Field-Based Research Paper

The life of a business salesperson is characterized by uncertainties based on securing
appointments with non-business-oriented persons, especially for busy and focused persons
like my business to Business professional partner. Before we got the chance to meet and
discuss over my motive for the appointment, we had to deal with the difficulties of
harmonizing each other's (but, notable, his) appointment schedules. At first, trying to fix a
date in the busy calendar of the sales prospect was not easy, and there was a time I a most
considered shifting my focus into other sales prospects, but I could not. Partly, because the
others were relatively far ways, but for the most part, there was a way in which the potential
partner had a way of handling communication and new conversations that got me thinking,
how would it be to have him talk about what he does, how he does and why does it that way?
After several attempts, which included providing a summary of why the meeting
should occur, and how each party will benefit, the appointment was secured. And when the
date for the interview arrived, I had already gained a brief understanding of what kind of
questions to develop and how and when to bring them up. I had anticipated a formal and cold
meeting, but as it turned out, prospecting is all about understanding the prospect an getting
them to play along when you finally get their breaking points. Communicating in an open and
free, yet formal, and careful choice of words can get you the information you want, and when
that occurs, not even me realized how it did or when specifically, it happened. It was
simultaneous and productive.
Concepts and ideas learned from the B2B interview
From the beginning of the meeting, it seemed that the conversation would not last longer than
five minutes, or ten tops. The prospect was at first defensive, and mostly avoided questions



that would require long answers. However, as the convo proceeded, and it was fifteen
minutes on top of the...

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