Show:
Overview of Personal Selling
Building Trust and Sales Ethics
Understanding Buyers
Communication Skills
Strategic Prospecting and Prepa
100
The approach based on the notion that the customer is buying to satisfy a particular need or set of needs.
What is Need Satisfaction Selling
100
Buyers define it with terms such as openness, dependability, candor, honesty, confidentiality, security, reliability, fairness, and predictability.
What is trust.
100
A form (RFP) developed by firms and distributed to qualified potential suppliers that helps suppliers develop and submit proposals to provide products as specified by the firm.
What is a request for proposals.
100
A question designed to limit the customers' response to one or two words. For example: "How many people work for your company?"
What is a closed-end question.
100
Contacting a sales lead unannounced and with little or no infromation about the lead.
What is cold calling.
200
The mental states selling process that is typically referred to as AIDA.
What is attention, interest, desire, action.
200
The ability, knowledge, and resources to meet customer expectations.
What is expertise.
200
People who ar high on responsiveness and low on assertiveness. They typically have a preference to belonging to groups and a sincere interest in other people.
What is an amiable.
200
The conscious and unconscious reactions, movements, and utterances that people use in addition to the words and symbols associated with language. Examples: Hand on cheek and tilted head.
What is non-verbal communication.
200
Part of the prospecting plan that records comprehensive information about the prospect, traces the prospecting methods used, and chronologically arhives outcomes from any contacts with the prospect.
What is a tracking system.
300
The series of conversations between buyers and sellers that take place over time in an attempt to build relationships.
What is a sales dialogue.
300
A salesperson showing predictability by showing up in the right place at the right time.
What is dependability.
300
A perceived difference between a buyer's desired state of being and his or her actual state of being.
What is a needs gap.
300
The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.
What is active listening.
300
Organizations or individuals who might possibly purchase the product or service offered by a salesperson.
What is a sales lead.
400
The sales technique designed to condition the prospective buyer to answer with a "yes" time after time hoping that the buyer will be inclined to say "yes" to the entire sales proposition.
What is stimulus response selling.
400
The right and wrong conduct of individuals and institutions of which they are a part.
What is ethics.
400
A group of individuals in organizations that incorporate the expertise and multiple buying influences of people from different departments throughout the organization.
What is a buying team.
400
Questions designed to penetrate below generalized or superficial information to elicit more articulate and precise details for use in needs discovery and solution identification. For example: "How are you dealing with that situation now?"
What is a probing question.
400
A name of a company or person given to the salesperson as a lead by customers or even a prospect who did not buy at this time.
What is a referral.
500
The process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.
What is consultive selling.
500
The salesperson placing as much emphasis on the customer's interests as their own.
What is customer orientation.
500
A procedure for evaluating suppliers and products that incorporates weighted averages across desired characteristics.
What is a multiattribute model.
500
A acronym for a questoning system that uses a logic-based funneling sequence of questions, beginning with broad and generalized inquiries designed to identify and assess the buyer's situation.
What is ADAPT: Assessment, Discovery, Activation, Projection, Transition.
500
A well-known, influential person in the community or other organization who can help a salesperson prospect and gain leads.
What is a center of influence.