Imagine you are a senior salesperson selling healthcare solutions at Cigna. You’ve spent considerable time fostering relationships with your clients and building trust through your emphasis on customer service and personal touch. Additionally, you manage two junior salespeople, and are responsible for making sure they hit their sales quotas. Your manager just informed you of a new, improved, but more expensive healthcare product that he wants you and your subordinates to start selling to your existing clients (large employers, hospitals, and government agencies).
Please answer the following questions:
1) Describe how you would approach this sale, given the fact that you already have a good relationship with the clients you need to convert to the new healthcare solution.
2) How would you effectively handle concerns around the higher price, and how would you reassure clients that making the switch to the new solution is the right move?
3) How would you motivate your junior salespeople to hit their quotas? After explaining your motivational methods, explain why you think they would be successful.
|Top 5 share 7500||Next 5 share 2500|
|500||Reid Backstrom University of Washington|
|500||Nicolas Arquie University of California, Santa Cruz|
|500||Nura Marouf University of Washington|
|500||Anil J. Patel Indiana University|
|1500||Justina Lin Northwestern University|
|500||Samer Muratovic Texas A & M University - Commerce|
|1500||Eric Houghtalin Arizona State University|
|1500||Dana Malkin University of Southern California|
|1500||Justin Mohr North Carolina State University|
|1500||Patrick Bankich Clarkson University|