Sales Territory
A sales territory is typically defined by these two key factors.
What is geography and customer type?
This is the term used when the salesperson has another person such as an engineer accompanying him to assist on a sales call.
What is team selling?
This social style prefers harmony, collaboration, and relationships in decision-making.
What is amiable?
This term describes a long-term approach to sales that prioritizes building trust and value with customers over multiple transactions.
What is relationship selling?
When managing a sales territory, a salesperson should focus on this metric, which represents potential revenue from current and future customers.
What is sales potential?
These are what all salespeople sell?
What is benefits?
While an Expressive might seem enthusiastic and engaged in conversation, their biggest challenge in the buying process is often this.
What is follow-through or commitment?
In relationship selling, salespeople should focus on providing this rather than just pushing a product or service.
What is value?
The process of dividing time and resources between different customers and prospects within a territory is known as ____.
What is territory management or territory planning?
Most common type of interruption
What is people?
A salesperson working with a Driver should avoid these two behaviors, as they may frustrate them and slow down the sales process.
What are small talk and excessive detail?
Name one key advantage of relationship selling over transactional selling.
Tim had three weeks prior to meeting with a major prospect and although he felt he was close to being finished with his presentation, he continued to tweak it up until the day before the meeting. Tim's behavior is illustrating what concept?
What is Parkinson's law?
When asked how long a sales cycle is, the correct response is __________ .
What is the length of a sales cycle varies.
A sales team is struggling to close deals because they take too much time analyzing data without making recommendations. Based on social styles, this indicates an over-reliance on which type of team members?
What are analyticals?
This key principle of relationship selling involves actively listening, showing empathy, and understanding the customer's needs.
What is consultative selling?
When prioritizing accounts within a territory, salespeople often use this strategy to focus on the highest-value customers.
What is the 80/20 rule or Pareto Principle?
Salespeople are considered a ___________ by their clients when they work to ensure the client's business is successful. The salesperson knows if the client is successful, they too in turn are successful.
What is a trusted advisor?
The best approach for adapting to different social styles involves identifying a prospect’s dominant traits and adjusting this key aspect of communication accordingly.
What is tone, pace, or message framing?
Strong relationships with customers are often built through these regular, non-sales-related interactions that help maintain rapport.
What are follow-ups or check-ins?