Recap
This approach is “customer driven”.
What is the New Conceptual Selling?
Often considered the art of persuasion.
What is selling?
T/F The joint venture approach makes a sales call harder?
what is false
This is the title of the book.
What is The New Conceptual Selling?
This approach is “seller driven”.
What is traditional selling?
"strategy designed to distinguish a company’s product or service from the competition"
What is differentiation?
What is Traditional Sales Approach
Robert B. Miller, Stephen E.Heiman, and Tad Tuleja are
What is, book authors?
List the three phases of a sales call.
What is getting information, giving information, and getting commitment?
Company is able to offer a product or service that is different from everyone else.
What is relative uniqueness?
When referring back to the comparison chart between joint venture approach and the traditional sales approach, what are three things you do first in the joint venture approach? (What 3 words were tied to the biggest circle in the first step)
what is Asking, learning, exploring?
How many parts is this book divided into?
What is 6?
Before making a sales call the first thing you must do is set.
What is a single sales objective?
True or False. Buying is an exercise in decision making. Either done impulsively or after serious consideration.
What is true?
what are the two essential tasks when on a sales call?
what is Understand the customer's Concept and Connect your product or service to that concept
First publication date of the book.
What is 1987?
For what reasons may a customer not decide to do business with you?
What is no need, urgency, desire, or trust?
Out of the three approaches: 1.Rely on your product 2."Me too", 3.Relative Uniqueness .. which one is considered the deadly approach?
What is option 1?
What are the 4 quadrants of the joint venture selling matrix?
what is concept/getting information, product/getting information, concept/giving information, product/giving information
True or False. The book contains personal workshops throughout the book.
What is true?