Sharon Drew Morgen's Buying Facilitation Selling Methodology is a system
to increase sales opportunities and closing sales. Features include:
a link to the website; a resources page; a thorough case study; and related information analyzing the case study. This is a consultants website to generate business, but it is much more. In fact, it is probably too much. It provides information on personal selling, personality, segmentation, negotiation, team building, resume writing, interviewing skills, SWOT analysis, Blooms Taxonomy, time management, current events, personalities, and more, but in less depth on topics than you would find in any textbook. It is a quick reference on disparate topics. I printed a few topics, encompassing over 150 pages.
Type of Material:
The sytem is useful for college students in sales programs with a concentration or major in professional selling. It is also useful for working professionals and even parents. It is designed to make the customer, whoever, that might be, to think about the decision.
Identify Major Learning Goals:
The learning goals are to learn about a new methodology of selling which focuses primarily on helping people understand what variables their systems require in order to decide how a new solution will enter their particular system. The system helps buyers to align all the organizational variables affected by the change, so as to prevent chaos once the change is made. A quick reference for disparate topics, and a way to solicit business.
Target Student Population:
Upper devision business majors, preferable in universities with either a professional selling concentration or major.
Prerequisite Knowledge or Skills:
Professional Selling, as an introductory course, would be a necessary pre-requisite.
Evaluation and Observation
It obviously has been created by someone who has personal knowledge of the field, plus the credibility and skill to convert that personal experience into a system. It is widely applicable to a variety of settings. It is easy to understand. Information on negotiating a pay raise is very helpful. Exercises for team building are interesting.
The major concern is that it's easy to grasp, but hard to do. Many students think professional selling will be easy. It is easy to understand; it's hard to implement with any type of skill. In other words, it's harder than it looks upon initial examination. Without personal coaching and practice, the system would not be very successful. One of the key points is a quick and thoughtful verbal response....very difficult to teach and learn, not impossible, just difficult.
Potential Effectiveness as a Teaching Tool
With the right attitude, practice and coaching, the system has high potential for success.
Reading the information is only the first step. Practicing with a skilled
teacher or coach is critical.
Ease of Use for Both Students and Faculty
It is easy to conceptualize the system and see its value and easy to
begin practicing in every day situations, both personal and professional.
At some point, coaching and practice is critical to making the system a natural part of your questioning and response pattern of interaction
Other Issues and Comments:
Wonderful system that, if properly implemented, can be very effective.