MKT3095 Sales EQ Reflection Journal-Part 2

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Conestoga College *

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MKT3095

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Marketing

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Feb 20, 2024

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MKT3095 Sales EQ Reflection Journal (Part 2) In this second part of your Reflection Journal, you will be able to showcase your understanding of your reading of Sales EQ book and build a sales proposal letter (Unit 4), a mini-case study focusing on Fastenal’s sustainability initiatives and an overall reflection. A good understanding of the Sales EQ concepts is required for each section. The rubric is available on eConestoga. Name: VILMA PULIDO Student Number: 8823610 Sales Proposal Letter In this section you will write a sales proposal letter. You are the sales representative for Sales EQ, and you are sending a sales proposal letter for the book and program to be used in Conestoga College for the postgraduate sales course. The letter must be directed to the proper person at Conestoga College (do some research), persuasive, to entice the new customer to the brand, product, or service. You have read this book and reflected on it in your Part 1 Reflective Journal so use this experience and knowledge in your letter. Review the parameters of a sales proposal letter in Unit 4. In the box below, write the sales proposal letter, it should be 5-6 paragraphs long and can contain visuals. (30 marks). Please see the rubric posted to eConestoga for more details on grading criteria for the sales proposal letter. 107 Foxglove Crescent, Kitchener, ON. N2E3Y9 November 2, 2023. Mr. Jeremy Legg Business Development and Sales

Conestoga College 299 Doon Valley Drive. Kitchener, Ontario Dear Mr. Legg. Subject: Proposal Letter Sales EQ Book I hope this letter finds you well. I'm reaching out to present an exceptional educational tool that has the potential to enhance the educational journey of postgraduate sales students at Conestoga College. Here at Sales EQ, we deeply appreciate the significance of arming the next generation of sales experts with the expertise and capabilities they need to excel in the competitive business arena. I have had a privilege of reading and discussing Jeb Blount's book "Sales EQ: How Ultra-High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal" as the Sales Representative for Sales EQ. My knowledge of the critical role emotional intelligence plays in sales success has been greatly influenced by this book. It emphasizes how crucial empathy, self- awareness, and comprehension of client emotions are to the sales process. These are critical abilities that our next generation of sales executives needs to develop. The Sales EQ program takes an in-depth look at emotional intelligence within the context of sales, offering a comprehensive exploration that surpasses traditional sales training. It equips students with profound insights into the emotional triggers that influence their clients, enabling them to adapt their sales approaches effectively. By integrating emotional intelligence principles into their sales techniques, students have the opportunity to not only strengthen their customer interactions but also streamline their deal-closing processes, ultimately distinguishing themselves in a highly competitive marketplace. I am convinced Conestoga College is dedicated to providing exceptional education and setting up students for professional success. Our Sales EQ programmer offers a distinctive, impactful, and current approach to sales training, which is a perfect fit with this mission. A competitive edge in the job market can be given to students by Conestoga College through the integration of Sales EQ into the curriculum of its postgraduate sales courses. I would be thrilled to talk about how Conestoga College's postgraduate sales course can easily incorporate Sales EQ. Our team is committed to helping with the implementation process and making sure that this programmer fully benefits the faculty and students. Tell me when would be a good time for you to look into this more. We appreciate you thinking of Sales EQ as a useful supplement to your course offerings. In order to give your students, the emotional intelligence skills they need to succeed in sales and contribute to their future success, I look forward to the possibility of working with Conestoga College. Regards, Vilma Pulido Representative for Sales 2

Sales Equivalency Vilma.pulido@salesEQ.com 226-600-4970 Mini Case Study: Fastenal Fastenal is a global leader in industrial and construction supplies, with over 3,500 stores in 26 countries. The company has a strong commitment to sustainability and has implemented several initiatives to reduce its environmental impact and improve the sustainability of its operations. One of Fastenal's key sustainability initiatives is its EcoVantage line of products. These products are designed to be more environmentally friendly than traditional industrial and construction supplies, and include items such as LED lighting, high-efficiency motors, and low-flow plumbing fixtures. By promoting the use of these products, Fastenal is able to help its customers reduce their own environmental impact. Fastenal has also implemented a number of sustainability practices within its own operations. The company has set a goal of reducing its greenhouse gas emissions by 30% by 2030 and has implemented energy-efficient lighting and HVAC systems, as well as sustainable transportation practices such as hybrid and electric vehicles. In terms of sales, Fastenal has found that its sustainability initiatives have been a key selling point for its EcoVantage line of products. By promoting the environmental benefits of these products, Fastenal is able to differentiate itself from competitors and appeal to customers who are looking to reduce their own environmental impact. In addition, Fastenal has found that its sustainability initiatives have helped to build brand loyalty among customers who value sustainability. By demonstrating a commitment to sustainability, Fastenal is able to build trust and credibility with its customers, which can lead to long-term relationships and repeat business. Overall, Fastenal's sustainability initiatives have been a key factor in its success, both in terms of reducing its environmental impact and driving sales. By focusing on sustainability and promoting eco-friendly products, Fastenal has been able to differentiate itself from competitors and build strong relationships with customers who value sustainability. Please answer the following 3 questions about this case, using your knowledge of Sales EQ. Each answer should be 3-4 paragraphs in length, 10 marks each. 1. How can Fastenal leverage their sustainability practices with sales-specific emotional intelligence techniques mentioned in the Sales EQ book? Implementing the sales-specific emotional intelligence approaches mentioned in Jeb Blount's book "Sales EQ" will help Fastenal's sustainability initiatives succeed. This includes not just ensuring that the sales crew is aware about the company's eco-friendly product line, but also preparing them to comprehend and solve their clients' emotional worries and motives. Empathy can be used by sales professionals to develop a real relationship with clients who prioritize sustainability, exhibiting a profound understanding of their eco-conscious goals. They can identify the underlying emotional impulses that motivate the client's commitment to sustainability through active listening and attentive questioning. Fastenal's sales team may deepen the emotional tie between the company and its clients by tailoring their recommendations based on these insights, producing a memorable and lasting impression that transcends individual transactions and cultivates enduring relationships. 3

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2. How can Fastenal's sustainability initiatives help to build brand loyalty among customers? Fastenal's dedication to sustainability is an effective tool for creating brand loyalty among its customers. It's not just about selling stuff; it's also about building an emotional bond based on shared ideals. Fastenal connects with clients who value sustainability by visibly exhibiting their commitment to the environment. This emotional connection fosters trust and credibility, giving clients the impression that the organization truly understands their values and concerns. Furthermore, Fastenal's sustainability programs emphasize a shared objective, transforming consumers into collaborators in the quest for a more sustainable future. This mix of trust, shared values, and a sense of common purpose helps to foster strong brand loyalty. Clients are more likely to persist with a brand that reflects their beliefs, and this loyalty frequently results in repeat business and enthusiastic referrals to others. 3. How might other companies in the industrial and construction supplies industry learn from Fastenal's sustainability initiatives? Other companies in the industrial and construction supplies industry can learn significantly from Fastenal's sustainability initiatives. By adopting similar practices, these companies can position themselves as environmentally responsible and resonate with a growing market segment that values eco-friendliness. Offering an eco-friendly product line is a starting point, but it's essential to effectively communicate this commitment to customers. Furthermore, investing in training that enhances the emotional intelligence skills of the sales team is pivotal for understanding and engaging with customers who prioritize sustainability. Learning from Fastenal, other companies can leverage sustainability not just as a selling point but as a core value that drives sales and builds lasting relationships in the industrial and construction supplies sector. Overall Reflection After you have finished reading the Sales EQ book, read the questions below and for each reflection prompt write 2-3 paragraphs. Each question below is worth 10 marks each, 50 marks total. Please see the rubric posted to eConestoga for more details. 1. Thinking back to your reading of the Sales EQ book, what idea inspired you the most? Please make a note of the page number when you discuss your answer and include a quotation from the book to reinforce your statement. The remark "emotions drive buying decisions" as noted by Blount on page 14, was a particular interesting revelation from the Sales EQ book. This discovery highlights the enormous impact of emotions on the entire decision-making process, focusing attention on the reality that customer decisions are frequently based on emotions rather than simply rational thinking. This thought impressed me because of its deep implications for the need of emotional intelligence and empathy in sales. It served as a compelling reminder that understanding and building emotional relationships with customers are critical for sales success. 2. Please elaborate on how your perspective on sales changed after reading the Sales EQ book and taking this Professional Selling course. Reading the Sales EQ book and taking the Professional Selling course changed my entire perspective on sales. I used to 4

associate sales with product knowledge, features, and the art of closing deals. However, my perspective has shifted significantly. I now understand that sales go much beyond transactional components, highlighting the necessity of understanding people, fostering connections, and exhibiting empathy to customers. This course has highlighted the critical role of emotional intelligence in sales, highlighting its potential as a powerful tool for success. As a result, my attitude has shifted from a transaction-focused to a customer-centric one, knowing that genuine connections and understanding are at the heart of good sales. 3. How does the work in this course connect with work in another course? Select any of your previous courses for this comparison. The coursework in this class significantly relates to my prior academic endeavors, particularly in the fields of psychology (was mi elective class in the first term) and communications. The understanding of the psychological facets of customer behavior, such as emotional triggers, decision-making processes, and customer requirements, closely aligns with the content of my psychology courses. Moreover, the emphasis on effective communication, active listening, and the interpretation of nonverbal cues resonates with my communication studies, which delved into interpersonal skills and effective communication strategies. These connections highlight the interdisciplinary nature of sales and the convergence of various disciplines to create a comprehensive skill set for sales professionals. 4. What did I do well in this course? What areas do I still need to work on? Give specific examples. My ability to understand and apply emotional intelligence in sales emerged as an evident skill during this class. I was able to develop stronger connections with customers and acquire insights into their needs by using empathy and active listening. However, there is one area where I should improve. It is my closing techniques. While I made significant improvement in understanding consumer emotions and demands, I occasionally ran into difficulties assertively concluding deals. To close this gap, I want to devote time and effort to practicing various closing approaches and increasing my self-assurance when asking for the sale. This emphasis on closing methods will enable me to fill out my sales abilities and improve my overall performance in the field. 5. What next steps do I need to take to achieve my goals in my career/career search? To achieve my career goals, it is crucial for me to continually enhance my emotional intelligence and sales skills. This includes further developing my capacity to discern and address customer emotions, refining my skills in asking insightful questions and actively listening, and mastering the art of closing deals with confidence. Furthermore, I plan to actively pursue practical sales experience in the real world, whether through internships or part-time sales roles, allowing me to put into practice the knowledge and techniques I've acquired in a professional environment. Lastly, in order to stay competitive and adaptable in my career, I am committed to staying updated on industry trends and the latest advancements in sales strategies. 5

MKT3095 Sales EQ Reflection Journal-Part 2

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