| Course | MKT-3100 Principles of Sales |
|---|---|
| Module | Module 2 |
| Paper type | Module 2 written assignment: sales strategies |
| Length | About 442 words, 4 pages |
| Format | APA 7 student paper |
| School | Thomas Edison State University |
| Program | Bachelor of Science in Professional Studies |
| Updated | October 2026 |
Free sample paper for MKT 3100 Module 2
One Oven, Two Strategies: Strategic Selling for a Pizzeria and a School District
Student Name
Bachelor of Science in Professional Studies, Thomas Edison State University
MKT-3100: Principles of Sales
Mentor Name
Month Day, Year
One Oven, Two Strategies: Strategic Selling for a Pizzeria and a School District
The Strategic Selling Model
Manning et al. (2018) present four strategies that a salesperson coordinates: a relationship strategy, for building and keeping rapport and trust; a product strategy, for knowing and positioning the product; a customer strategy, for understanding the customer's needs and buying process; and a presentation strategy, for planning how to present the solution. I apply each to two customers.
Two Customers
The product is the same: a combination oven that steams, roasts and bakes. But the owner-chef buys it because it lets him add roasted wings and sandwiches without a second oven, while the district buys it because it cuts cooking labor and qualifies for an energy rebate.
| Strategy | Independent pizzeria | School district central kitchen |
|---|---|---|
| Relationship | Owner-chef who values directness and visits | Food service director, purchasing office and board; formal and documented |
| Product positioning | Speed and menu expansion: roasting and baking in one unit | Consistency, labor savings and energy rebates |
| Customer | Decides alone, quickly, on gut and cash flow | Buying committee, bids, budget cycle |
| Presentation | Live cooking demonstration at our showroom | Written proposal, life-cycle cost analysis and a reference visit |
Product Positioning
Positioning means shaping the product's image in the customer's mind relative to alternatives. For the pizzeria, I position the oven against buying a second deck oven, emphasizing space and menu flexibility. For the district, I position it against keeping its 20-year-old convection ovens, emphasizing life-cycle cost: energy savings, the rebate and fewer labor hours over ten years. In both cases I avoid comparing the oven only on features, because features matter to the customer only as they solve the customer's problem.
Adaptive Selling
Weitz et al. (1986) defined adaptive selling as altering sales behaviors during or across customer interactions based on information about the selling situation, and argued that it is more effective when salespeople have knowledge of customer types and the motivation to adapt. Franke and Park (2006) confirmed in a meta-analysis that adaptive selling behavior was positively related to salesperson performance. If I gave the pizzeria owner a forty-page life-cycle analysis, he would stop listening; if I offered the district a showroom demonstration without documentation, the purchasing office could not approve the purchase.
Conclusion
The strategic selling model helps me plan each sale as four coordinated strategies, and adaptive selling helps me adjust them to the person and organization in front of me. The combination oven is one product, but the pizzeria and the district are buying different things. Planning both strategies before the first call saves time, because I arrive with the right materials and the right questions for each customer.
References
Franke, G. R., & Park, J.-E. (2006). Salesperson adaptive selling behavior and customer orientation: A meta-analysis. Journal of Marketing Research, 43(4), 693-702. https://doi.org/10.1509/jmkr.43.4.693
Manning, G. L., Ahearne, M., & Reece, B. L. (2018). Selling today: Partnering to create value (14th ed.). Pearson.
Weitz, B. A., Sujan, H., & Sujan, M. (1986). Knowledge, motivation, and adaptive behavior: A framework for improving selling effectiveness. Journal of Marketing, 50(4), 174-191. https://doi.org/10.1177/002224298605000404
MKT 3100 Module 2 instructions, in plain terms
The second written assignment covers sales strategies, including the strategic selling model and its four strategies, product positioning and adaptive selling. This module's material is also on the proctored midterm. Expect to apply the model to specific customers and show how each strategy changes. Comparing two different customers for the same product is an effective way to demonstrate the model, and a table helps the reader see the differences. Support your analysis with the textbook and research on adaptive selling. Choose customers who differ in size, buying process or motive, so the strategies visibly change. Describe each customer's alternative, since positioning is always relative to something. If you lack sales experience, use realistic customers for a product you know well and say they are composites.
How this MKT 3100 Module 2 example is built
The paper introduces the four strategies of the model. A table compares them for two customers buying the same product. A section explains positioning against each customer's alternative. A section uses research on adaptive selling to explain why one approach would fail with both customers. The conclusion restates the main point, that the same product is bought for different reasons, in two sentences. The comparison table holds the heart of the analysis, and the prose explains the differences that matter most. The adaptive selling section names what would happen if the representative used one approach for both customers, which makes the research concrete.
Where the marks sit in the MKT 3100 Module 2 rubric
The strategies paper earns credit for correct use of the strategic selling model, positioning and adaptive selling, specific application to customers and cited prose. Plans that apply all four strategies to real or realistic customers, and show how they differ, demonstrate mastery. Explaining positioning against the customer's actual alternative shows strategic thinking. Research on adaptive selling, applied to a concrete risk of not adapting, strengthens the analysis. Mentors also look for consistency between the strategies: the relationship, product, customer and presentation choices for each customer should fit together. Correct references to Selling Today and the studies cited complete the paper. A clear conclusion about why the customers buy for different reasons completes the paper.
MKT 3100 Module 2 help: mistakes that cost marks
Students lose points by describing the four strategies without applying them, by positioning a product without reference to alternatives or by using one sales approach for all customers. Others confuse positioning with features. Apply each strategy to a specific customer. Name the alternative the customer is weighing. Show how your presentation would differ. Say what would go wrong if you did not adapt. Remember that the same product can solve different problems for different customers; your positioning should name the problem each customer cares about. Keep the table readable, with one short entry per cell. A free first sample on your own MKT-3100 Module 2 assignment is available on request.
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MKT 3100 Module 2 questions, answered
Where can I find a free MKT 3100 Module 2 sample paper?
A strategic selling plan for one oven sold to a pizzeria and a school district is the assignment above.
What are the four strategies of the strategic selling model?
Relationship, product, customer and presentation strategies.
What is adaptive selling?
Altering sales behaviors during or across customer interactions based on information about the selling situation.
What is product positioning in selling?
Shaping how the customer sees the product relative to the alternatives they are considering.
Does adaptive selling improve performance?
A meta-analysis found adaptive selling behavior positively related to salesperson performance.