Bus Dev & Sales 1
If the process of negotiation breaks down, what should be the next course of action?
What is re-schedule the meeting?
ABC is an acronym in negotiation and sales.
What is ALWAYS BE CLOSING?
This acronym stands for the most common tool for ‘Persuasive Writing’ and it is called (and what does each letter mean):
What is A.I.D.A.?
Attention, Interest, Desire and Action
In the Price - Value formula, cost is merely a ______________.
What is a perception?
Concessions in selling is the language of ___________.
What is cooperation?
This activity actively shapes your business, and it includes defining who you are as a business. It is your mission, your vision, your values, and what makes you special and unique.
What is Branding?
When you get an objection, you should do the following:
What is ask for clarification?
When a salesperson tries to sell you an item of greater quality, cost or size, this is called:
What is Upselling?
The absolute ‘key’ element to successful selling and or negotiation is ______________.
What is preparation?
When we talk about restating and paraphrasing, we are referring to a concept that is a part of this type of listening.
What is active listening?
The first thing to do when making sales calls over the phone is to:
What is look for interest signals by asking discovery questions?
The negotiation called this is based on positions and ‘winner take all’.
What is Distributive Negotiation?
When a person goes into a store to buy a suit for a wedding and the sale person discusses the prospect of also buying a matching tie or belt; this is called:
What is Cross-selling?
Collaborative or Interest-based negotiation (fairness and efficiency is the goal) is also called:
What is integrative negotiaion?
When buying a car, you may decide to go to another dealer or choose another model. This is an example of ____________.
What is BATNA?
Within the marketing mix, this is the physical and or virtual location where the product or service can be purchased is called:
What is place or placement?
When do you close the sale or the negotiation - there are several ways and times to do this.
What are - after mentioning strong points, after overcoming an objection, when the buyer exhibits buying signals?
Objections and questions should be looked at as ___________.
What are requests for more information, and what is a buying signal?
Negotiating strategy that involves holding on to a fixed idea or position, regardless of any underlying interest is called ________________________.
What is Positional Bargaining?
This important aspect of business is defined as the set of tools, processes, activities, and sales strategies that you use to actively promote your products, services, and business.
What is Marketing?
When your focus is on defining and pursuing what, where and how and to whom your company should sell you are considered in:
What is Business Development?
These are the specific and measurable results companies hope to achieve as their organization grows.
What are Business Objectives?
Where sales conversations occur entirely online rather than in person, usually through video. This includes having sales meetings through video calls or communicating with prospects through video messages.
What is virtual selling?
If you need a person to do something, such as look at your website or call you back as soon as possible when leaving a voice mail message, be sure to mention this at the end of the voicemail.
What is a call to action?
While strategy is the action plan that takes you where you want to go, the following are the individual steps and actions that will get you there.
What are Business Tactics?