Ch 8 Making the Sales Call
There are 4 A's in the selling process. Acknowledge, acquire, ______, and Assure
Advise
There are two different types of tools that can help salespeople strengthen a presentation, visual and _____ tools.
Verbal
Name a place in the selling process when sellers typically get objections?
Cold Calling/Meeting Setting
During the Presentation
Attempting to Gain Commitment/Close
After the Sale
In terms of setting negotiation objectives, the objective a company hopes to achieve at the negotiation session is called the _____ Position.
Target Position
Manufacturing
Administration/ Finance/Accounting
Shipping & Installation
Marketing
Customer Service
Brett is currently executing the selling process and is in a meeting with a client. He is asking questions to better understand what the clients needs are so he can understand where his product can provide value. Brett is in the _________ part of the selling process. (Hint: one of the 4 A's)
Acquire
Sellers should use multiple sense appeal in their selling situations with buyers. Out of the multiple senses sellers can appeal to, this sense appeal tends to be the highest preferred in terms of how buyers learn and remember content.
Visual/Sight
Talia receives an objection during her sales meeting with a client and she makes the statement, "Just to clarify, it seems that you're most concerned with price at this time?"
What steps of the LAARC method is Talia in by making this statement?
Acknowledge
The ________ position should be stated higher than the target position in the initial proposal.
Opening Position
Sales executives use this type of forecasting technique where they add each salesperson's own forecast into a total forecast for the company. What is this type of forecasting technique?
Bottom-Up Forecasting
Jamal is meeting a client for the first time. When Jamal gets into the client's office they notice some pictures of children on their desk and also a couple of dogs. Jamal noticing these items in the office means that Jamal is currently performing _______ ________.
Office Scanning
You are preparing your tools for an upcoming sales meeting and would like to leave some information with the buyer so they have it to reflect on from your conversation. What specific sales tool should be used in this instance?
Handout
A seller is in a meeting with a buyer and the buyer has asked several questions around how quickly the product can be supplied to them and what the process would look like for billing. Additionally, the seller made several comments around how they could see this product helping their team. The buyer is displaying ____ _____ in this situation.
Buying Signals/Closing Cues
Salespeople who are in ______ mode are typically unassertive and highly cooperative in a negotiation setting. They focus more on the clients needs and wants rather than their own.
Accommodating Mode
A sales company tracks the following quotas on a weekly basis for their salespeople: number of cold calls, number of new client meetings, number of meetings set, and number of closed deals. This sales company would be tracking ______ quotas.
Activity
Stacy is currently using the SPIN selling method while in a meeting with a client. She makes the statement, "Based on the information that you've given me today, if I were to tell you that I had a solution to solve your problems, would you be interested in hearing more?"
What kind of question is Stacy asking?
Need- Payoff
You are in a sales meeting with a client and are trying to create value while discussing your product. You note what the initial monetary investment will be to purchase the product but then also list off all the benefits that come along with the purchase. You are using which value creating method in this scenario?
Cost- benefit analysis
Paul gets an objection during his sales presentation and responds to the buyer saying, "I understand you're a bit concerned with the quality of our products, however, I have to correct you in that we have a far more superior product line than our competitors and have received awards for being best in class for the last 3 years."
Paul used which method to answer this objection?
Indirect Denial
A salesperson is in a negotiation with a prospect and they ask the prospect what kind of price they are willing to pay. The prospect says they are willing to pay $15 which is well below market value for the industry. The prospect in this instance is using the _______ negotiation tactic.
Shannon is a salesperson who earns a consistent salary regardless of performance plus commission on her closed deals. Due to this, Shannon would be in a ________ compensation plan.
Combination Compensation Plan
Ben is getting ready to start the presentation portion of the meeting and needs to gauge how interested the buyer may be as he presents his products. In order to understand how engaged (or not) his buyer is, he should use the _____ _____ method.
Trial Close
A salesperson helping a buyer understand their choices and what they forego when they make (or don't make) a decision is using what value creating strategy?
Opportunity Cost
You are working on closing out a sales meeting and the buyer seems to be struggling to make a decision for reasons that aren't very clear. You decide to break down the process of what moving forward with look like step by step with them. You are using which closing method in this instance?
Balance Sheet
A salesperson is in a negotiation with a prospect and they state their price for the computers they manufacture and sell. The client responds and says, "That price seems high. It's beyond what I have been given approval for in our budget." The prospect is using what kind of win-lose negotiation strategy?
Budget Bogey/ Budget Limitation
What is the key different between a Sales Executive's responsibilities and a Sales Manager's responsibilities?
Sales Executives are strategy based roles whereas Sales Managers (Field Managers) directly manage and track performance of the sales team.