Ch 2 & 3- Sales Careers & Building Trust/Connections
The act of selling goods to consumers for final use is called business to _______ selling.
Consumer
The system that defines right from wrong and provides a guiding philosophy for every decision you make is called _____.
The brands a consumer considers when they are making a purchase is called an ______ set.
Evoked
This level of Maslow's Hierarchy of Needs refers to an individual's need for belonging and relationships. This is referring to ______ needs.
Social
How many steps are there in the selling process?
The ability to control and express your emotions while being aware of your impact on others is called _____ ______.
Emotional Intelligence
A situation where options presented could be right or wrong and you have to make a decision based on your personal ethics is called an ______ ______.
Ethical Dilemma
The brands falling within a consumer's ______ set rarely get the chance to meet, inform, or engage the customer.
This type of buyer purchases parts, products, or ingredients for the production of other goods and services to sell to other companies or consumers.
Producer or Manufacturer
A salesperson has been engaging with a client in a sales meeting. They've built rapport with the buyer, asked a multitude of questions to understand their challenges and pains and now are beginning to explain their products they offer and how they can help. What step of the selling process is the salesperson in?
These types of sales positions typically meet with customers face to face and conduct business outside of a home office setting. This position would be known as an _______ sales role.
Outside
Name two characteristics that an ethical company displays.
- Respect and fair treatment of all stakeholders
- Honest and clear communication
- Integrity in all dealings with stakeholders
- High standards for personal accountability and ethical culture
Name a component/strategy that is BOTH shared by Social Media Marketing and Social Selling. In other words, name an action of overlap between Social Media Marketing and Social Selling.
- Social Listening
-Building Relationships Online
- Creating Engagement
A salesperson's goal is to determine the ______ level in a company which is the level at which buying decisions are made.
Name the difference between a lead and prospect
Lead- potential buyer that has not been qualified
Prospect- potential buyer that has gone through the qualifying process
The act of a salesperson working with a customer to understand their needs, putting their needs first, and providing information so they can make the best decision for their business is called ______ _______.
Consultative Selling or Relationship Selling
Companies refer to this when they measure the impact of their performance along three dimensions of social, economic, and environmental impact as _____ ______ _____.
Triple bottom line
State the major key difference between Social Media Marketing and Social Selling.
Social Media Marketing is a powerful strategy used for an overall brand. Social Selling is a strategy for an individual.
Nike has recently realized that one of their fabric suppliers used for their clothing is having some quality issues. They have called a meeting to have leadership discuss what fabric quality they are in need of and what those parameters look like. Which step of the buying process is Nike in?
Step 3: Developing the Specifications
This resource is provided to salespeople to provide them with guidance on the types of companies they should be prospecting, the size, and industry that make the most sense to target. What is the name of this resource?
Ideal Customer Profile (ICP)
This Social Style is primarily focused on "the what". They appreciate when a salesperson gets the point quickly and uses facts/results in their presentation with the client. What Social Style am I?
Driver
In the Pinto Madness video watched in class, the video examined Ford Motor Company's poor decision making in the manufacturing and sale of the Ford Pinto. Name a reason Ford was motivated to proceed with the manufacturing of the Ford Pinto in this manner.
Competition with Japanese vehicles
Wanted to compete with a lighter and smaller vehicle
Brynn has worked in Medical Device sales for more than 20 years and has worked in all levels of the business ranging from outside sales, to sales trainer, and sales leadership. Since she has recently retired, she is frequently asked to make guest appearances at company conferences to speak on her experience and provide her insights. Brynn is playing the role of a what?
Subject Matter Expert
Straight Rebuy
This is a resource provided to salespeople to help them understand the actual people, titles, and targets that may work at a company within their prospect profile. This resource may provide insights on a customer title, their responsibilities, and how they are measured in their role. This resource is called what?
Buyer Persona