An overview and introduction which leads to books for sale, with three chapters presented for review at no cost.
To introduce Sharon Drew Morgen's Buying Facilitation model.
Target Student Population:
Undergraduate or Graduate Sales students.
Prerequisite Knowledge or Skills:
A basic understanding of the sales process.
Type of Material:
The author's purpose seems to be to provide a sampling of the tools Sharon Drew Morgen has developed for her buying facilitation system and then to sell Morgen's books. For academic purposes, this site might be used in a sales class for a project to understand commercial sales sites and products.
Evaluation and Observation
The author has some interesting ideas and the information in well written. The Internet links are helpful in providing additional information in the form of video clips, additional websites, and sample book chapters. Easy to understand material which effectively describes the decision funnel. Dovetails with most role-play learning experience currently being used in universities with a sales program or emphasis. The focus on integrity and serving a collaborative role with the customer is commendable and would obviously be successful, depending on the skill and creativity of the salesperson.
Potential Effectiveness as a Teaching Tool
Easy to teach the concept and easy to intuitively recognize the value of the approach.
Since this is reference material, the effectivness of this module would depend upon the assignment the instructor designed. The skill of the salesperson is paramount to the implementation of any sales approach.
Ease of Use for Both Students and Faculty
The material is presented in a straightfoward, easy-to-access manner. The links are all live and helpful.
The instructor would need to consider his/her own objectives to design an assignment incorporating this material. No guidance is offered (but, again, that is not the purpose of the website).