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100
Assume role of problem-solver helping customers make complex buying decisions and a full acceptance of the marketing concept.
What is personal selling philosophy?
100
Job recognition afforded sales personnel
What is psychic income?
100
Facial expression, dress, confidence communicated by your voice.
What is non-verbal communication?
100
The is a finite number of styles, individual style differences tend to be stable and individual differences exist and are important.
What is communication style model?
100
Is illegal when one company pressures another company to join an agreement.
What is reciprocity?
200
Information, services, ideas, and issues.
What is the product?
200
Sales personnel in the field of manufacturing.
What is detail salesperson?
200
Will communicate a caring attitude.
What is a firm handshake?
200
Zone one, zone two, and the excess zone.
What is the intensity dimension of communication style?
200
Form of business defamation arises when an unfair and untrue oral statement is made about a competitor.
What is business slander?
300
Relationship, product, customer and presentation strategies.
What is strategic/consultative selling model?
300
The value added by salespeople today is increasingly derived from intangibles.
What is value added selling?
300
Let life happen to them.
What are win/lose people?
300
Provide support for the customer's opinions and ideas.
What is the flexing technique for an emotive customer?
300
The words "aloof" and "stuffy" describe the _____ side of the _____ style.
immature and reflective
400
Product, place, promotion?
What are the elements of the marketing mix?
400
Salespeople have numerous opportunities to advance to middle management ranks.
What is career selling?
400
Simplicity, appropriateness and quality.
What is sales work wardrobe?
400
A customer who combines low dominance and high sociability displays this style.
What is supportive style?
400
Personal selling must be viewed as an exchange of value; relationships come first and task second; be honest with yourself and others.
What are ethical standards?
500
Develop relationships in a more complex selling environment in order to problem solve.
What is consultative style selling?
500
Face to face, developing relationships in order to be competitive in national and international markets.
What is personal selling?
500
Goal setting, visualization, positive self talk and rewarding your progress.
What are the steps to self improvement?
500
Style flexing decreases, say and do things that threaten interpersonal relations and strengths become weaknesses.
What is moving to the excess zone?
500
Management personnel, company support staff, secondary decision makers and customers.
What is relationships built and maintained by salespeople.