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Sales
A sales study guide
| Question | Answer |
|---|---|
| Who’s needs do sales tactics strive to fulfill | those of the seller |
| Which process, shared by marketing and sales, is the most similar in both practices | planning |
| Who often reigns over the Sales Promotion manager | the marketing director |
| Name 4 possible components of a Sales Team | Search, Media, Creative, and Digital Agencies |
| Name 4 good traits for a member of sales to embody | integrity, listener, enthusiasm, humility |
| What is paul tarcotte’s key to sales | understanding what you are doing and believing it |
| When selling to an audience of right brained people, what do you avoid | using numbers |
| What factor of the consumer should the seller always be wary of | purchasing power |
| What can be used to bridge divides when selling advertising across various mediums | CPM |
| What is a test of a sales campaign called | a matchback |
| What is an RFI | Request for Ideas |
| What is a tool to craft the company’s core message | the press release |
| What are the three forms of ownership for a retailer | individual, corporate chain, and contractual system |
| What is the most common form of retailer | independent business |
| What is a contractual system? | independently owned stores that band together to act like a chain |
| What are the two types of franchises | business-format and product-distribution |
| What are the two factors in the retail positioning matrix | breadth of product line and value added |
| What is another name for the head of sales | brand development manager |
| What percentage of CEOs started in sales? | 20% |
| What percentage of time does a sales rep spend selling | 55% |
| What percentage of companies include customer satisfaction surveys? | 60% |
| What is the trade of in kind support between enterprises called | partnership selling |
| Which sales people deal with administrative work | order takers |
| Which sales people make the deals | order getters |
| Which sales practice focuses on customer needs in the long-term | relationship selling |
| Which sales practice focuses on the mutual benefit of customers and multiple businesses | partnership selling |
| What is a sales target that fits your search conditions | qualified prospect |
| Gross Rating Points are | frequency multiplied by reach |
| Average cost of sales call | 350$ |
| Steps of the personal selling process | prospecting, preapproach, approach, presentation, close, follow-up |
| Selling by stimulating the prospect appropriately | stimulus-response presentation |
| Selling by informing the prospect via formal presentation | formula selling presentation |
| Selling by dominating and probing the prospect | need-satisfaction presentation |
| What are the two types of need-satisfaction selling techniques | adaptive selling and consultative selling |
| What are the three ways to close a deal | trial, assumptive, and urgency close |
| What are the 3 functions of sales management | plan formulation, plan implementation, and evaluation and control of the salesforce |
| Sales organizational structures are based on | geography, customer, and product |
| What is the formula to calculate the number of sales people | num of customers x call frequency x call length divided by the time you have available |
Created by:
ribeezy