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Business Memo

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Submitted By woodystewart
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Lynwood Stewart
John Rodman
MKTG-451
Professional Seller Interview Paper

During the summer of 2014, I interned for Aflac, Inc. and was mentored by a man named Dale Shaddock (see Appendix A). Though the internship proved unsuccessful, I learned plenty from Mr. Shaddock about sales and the life that accompanies personal selling. Before the interview, I viewed personal selling as necessary, but never bothered to delve deeper and conceptualize the reasons behind the importance of personal selling. This assignment has changed my perspective on 5 key aspects of personal selling: teamwork skills, customer value proposition, self-leadership, sales dialogue planning, and the characteristics of sales careers. These aspects give a more comprehensive outlook on personal selling and how it applies to my life.

Teamwork is one of the skills that remain an essential part of any organization. One of the first questions I asked Mr. Shaddock was to “Describe the importance of leadership and teamwork in your field?” He replied, “If I can’t rely on my guys and vice versa, how would we anything get done? Teamwork is fundamental at this level.” A very simple response, but when referring back to Sell 4 and the skills that translate to increased sales and organizational performance, it proves relevant. To be specific, understanding the other individuals and showing personal integrity are two teamwork skills that I have come to value highly. Understanding the other individuals is key when attempting to grow the salesperson/customer relationship because without comprehending what is important and why, the salesperson cannot adequately fulfill the needs of the customer. On the other hand, personal integrity brings the element of trust into the equation, which was a point of Mr. Shaddock’s. A “lack of personal integrity can quickly undermine the best of teamwork orientations.”

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