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interviewee: salesman, customers.
question during interview: How did you find customer data?
What if customer hesitate to buy?
How much space/ time do you give to customer to think before contact them again?

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So whos going hesburger ?
The lunch is shit anyway TBH

LUNCH

Broad bean and potato casserole (*, A, G, L)

VEGETARIAN SOUP

Vegetable borscht (*, G, L, VS)

LUNCH

Oven-baked sausage stuffed with onion and cheese(A, G, L)

Mustard sauce(A, G, L)

Mashed potatoes(*, A, G, L)

LUNCH

Trout and vegetable stew(*, A, G, L)

Boiled potatoes with dill(*, G, L, M, Veg)

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Interview types
- Face to face (traditional)
- Phone Interview
- Group interview
Interview methods:
- behavioural-based interview
- case interview
- informational interview

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did the salesperson followed the sales process?

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did the salesperson followed the sales process?

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・What sales process are you using?
・Are you following your sales process steps?
・How do you inform your customer?
・How do you approach prospects? - SoMe, emails, cold calling?

・What is the reaction of the customers (existing customers and prospects)?
・How do you handle objections?

・How do you keep information of the customer? - making a list or storing it in the system?
・How do you ask for sales? - asking questions which assumes that customers buy products or giving business cards?

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Who?
- We could observe the customer and the salesperson
- Sales meeting
- Facilities
- Salespersons contact methods
What?
- You need to observe body language.
- Presentation skills, catchy or not?
- Whether the customer understands what the salesperson is presenting or not?
Questions
Customer:
Did the pitch catch your attantion?
Did you get all the wanted information?
Were the products details explained well enough?

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- What market do you attract?
- How do your customers use your product?
- How do you attract your customers?
- What is the customer negotiation process?
What network methods do you use?

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Observation methods:
1) Natural observation (the researchers simply record what they see in whatever way they can)
2) Participant observation (the research joins in and becomes part of the group they are studying e.g. sales department)
3) Controlled observation (where, at what time, with which participants, in what circumstances)

Recording Data: 1. Event sampling: decided what you are interested in and record all occurrences. 2. Time sampling: decided where and what time periods will be observation made (e.g. sales during calling, sales during meetings)

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- Do you follow the 7 steps process?
- Do you follow them rigorously?
- What is the impact of your work on the company's marketing efforts?
- How do you handle objections?
- What closing techniques do you use?
- How do you get customer insights?
- How do approach customers? (ex: greetings)

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Observe:
_ Customer:
how do they feel about the salesman approach
what do they think about the product before and after being presented

_ Salesperson:
What is the main industry and product?
how do they classify customer?
How they are doing the sales process? (7 steps or not)
opening-negotiation-closing techniques
how do they identify the problem, make presentation?
how is following process going