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