Ch 1: Professional Selling
Prepare, Learn, Communicate, Evaluate
How are sales and marketing different?
Sales is one component of marketing, deals with customers on an individual basis
Salespeople take direction from marketing
Sales focuses the communication directly on the customer in a personal way
Marketing looks at the big picture and identifies opportunities that fit the corporate strategy
What does prospecting mean when referring to customers?
the process of locating potential buyers
What is the word for calls you make on customers you’ve never worked with before and have little information about
Cold calls
A ______ relationship is based on financial transactions between two business entities
Business
What sales era are we currently in?
Customer Era
What are the 5 Ps of Marketing?
Product
Price
Promotion (including Sales)
Place (Distribution)
People
______ ______ is what is leftover after the costs of manufacturing the product are deducted from the price.
Gross margins
True or False: trade shows are bad sources of leads because they are costly and time consuming
False
True or False: When introducing yourself to a customer, in your mind, count “1, 2, 3, 4” between your first + last names
False (it should only be "1, 2, 3")
Which of the 4 steps of sales would include "Discovering your customers beliefs, goals, and needs"
Learn
A company's _____ statement explains what the company will do in order to pursue it's vision
Mission
What does your territory determine when thinking about customers?
It determines which customers should be called on first so that times can be allocated to them
What does PPI stand for?
Prospect Priority Index
To open a call successfully, what are the main 3 things you must do?
1. Create a positive impression
2. Build rapport
3. Bridge to a discussion of needs
Which word describes: "the path that products take from raw goods inputs to manufactures through to end user consumers"
The Distribution Channel
What does SWOT stand for in SWOT analysis
Strengths, Weaknesses, Opportunities, Threats
"Sell $1,000,000 in ag inputs, expand sales of pressed pork products" is an example of which type of sales goal?
Sales volume goal
Looking for customers that “fit” your marketing plan and planning your prospecting strategy around that is part of which step of the Prospecting Process?
Step 1: Analyze the territory
_____ _____ is helping others feel good about themselves
Social generosity
Which word describes: "an integrated description of knowledge, skills, and attitude in the job environment"
Competency
What does "target" mean when referring to marketing?
A marketing term that describes the segment of customers that a company invests resources to reach
_________ goals refer to the amount of business you are doing with each customer
Concentration
The Prospecting Process includes 5 steps (in order). What are they?
1. Analyze the Territory
2. Confirm Goals and objectives
3. Choose Prospecting Methods
4. Prioritize Prospects
5. Develop Prospect Profiles
What is the area of psychology that relates language and thoughts to behavior
Neurolinguistic programming (NLP)