Chapter 6
An in person meeting between a sales person or sales team and one or more buyers
What is a Sales Call?
A need activated drive to search for and acquire a solution to resolve a need or problem; the most important factors from the customer's perspective in making a purchase decision.
What are buying motives?
The use of printed materials, electronic materials and or product demos to engage and involve buyers.
What are sales aids?
A direct selling technique in which the salesperson asks the customer directly to buy.
What is a direct commitment/close?
Business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.
What is sales dialogue?
Qualities or characteristics of a product or service that are designed to provide value to a buyer.
What are features?
A buyer's objections to a product during a sales presentation.
What is sales resistance?
A sales closing technique in which the salesperson puts a time limit on the client in an attempt to hurry the decision to close.
What is a standing room only close?
Sales presentations that include scripted sales calls, memorized presentations and automated presentations.
What is a canned sales presentation?
The benefits the buyer indicates are important and represent value.
What are confirmed benefits?
Resistance to a product or service in which a buyer says that he or she does no need the product or service.
What is a need objection?
A selling technique in which a sales person relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.
What is success story commitment?
Unlike the canned presentation, this has a high level of customer involvement.
What is an organized sales dialogue?
Questions sales people use throughout a sales dialogue to generate feedback from the buyer?
What are check backs or response checks?
An acronym for listen, acknowledge, assess, respond and confirm that describes an effective process for salespeople to overcome sales resistance.
What is LAARC?
BONUS QUESTION! Use a sales aid, use SPIN or ADAPT, close the sale.
What are three things you need to do in your sales pitch/presentation?
A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
What is a sales dialogue template?
A type of example that is provided in the form of a story describing a specific incident or occurrence with the product or service. Helps provide interesting and understandable sales dialogue.
What is an anecdote?
Favourable statements a buyer makes during a sales presentation that signal buyer commitment.
What are commitment signals?
BONUS QUESTION! On March 20th this is due!
What is Part 3 of my major assignment - Sales Call Plan?