Personal Sales & Management
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each of the black spaces below before clicking
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| A form of personal selling that focuses primarily on interersonal communication between buyers and sellers with the goal of establishing relationships | show 🗑
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| the ability of a salesperson to alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations and different customers | show 🗑
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| an approach to selling where the key idea is that various stimuli can elicit predictable responses fro customers. Salespeople furnish the stimuli from a repetoire of words and actions designed to produce the desired response | show 🗑
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| show | strategic orchestrator
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| show | sales process
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| show | Trust
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| show | Openness
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| show | dependability
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| term used by buyers to define trust: honesty of the spoken word | show 🗑
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| show | Honesty
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| show | customer orientation
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| the specific needs that are contingent on, and often a result of, conditions related to the specific environment, time, and place | show 🗑
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| the need for a specific core task or function to be performed; the functional purpose of a specific product or service | show 🗑
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| show | Social needs
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| show | psychological needs
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| a procedure for evaluating suppliers and products that incorporates weighted averages across desired characteristics | show 🗑
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| individuals within an organization who identify a need or perhaps realize that the acquisition of a product might solve a need or problem | show 🗑
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| show | users
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| individuals within an org. who have the ultimate responsibility of determining which product or service will be purchased. | show 🗑
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| show | purchasers
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| show | gatekeepers
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| show | SPIN
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| show | ADAPT
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| the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers | show 🗑
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| show | strategic prospecting
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| the act performed by salespeople of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate | show 🗑
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| show | sales pipeline/sales funnel
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| show | organized sales dialogue
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| a statement of how the sales offering will add value to the prospects business by meeting a need or providing an opportunity | show 🗑
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| show | features
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| a combo of a specific feature and its meaningful benefit statement | show 🗑
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| show | check-backs
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| show | response checks
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| claims of benefits and value produced and provided to the buyer during a sales presentation that have been backed up with evidence to highlight their believability | show 🗑
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| acronym salespeople can follow during a sales preseantion to remind them of what features are relevant and what benefits are meaningful to the prospective buyer in terms of value to be realized | show 🗑
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| show | sales resistance
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| show | LAARC
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| assuming an agreement has been reached | show 🗑
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| the process of improving a product for the customer | show 🗑
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| show | critical encounters
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| show | goals and objectives
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| show | account classification
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| analyzing accounts and allowing two factors to be considered simultaneously | show 🗑
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| show | improving their professional demeanor
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| the most important part of marketing communication in terms of money spent by most business firms is | show 🗑
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| which of the following aspects of predicted sales force is NOT expected to change response. | show 🗑
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| the responsibility of revenue production is shared by the salespeople and.. | show 🗑
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| accounts are concerned with profitability in.... salespeople are concerned with profitablity in... | show 🗑
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| show | contribute to the success of the buyer's firm
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| show | stimulus-response, need satisfaction, mental sales, problem-solution
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| show | information gathering, listening and questioning, strategic problem solving, team building and teamwork
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| show | the sales process
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| show | competence or expertise
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| show | customer orientation
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| show | candor
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| show | dependability
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| show | computability
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| show | legal obligation to quoted prices and negotiation responsibilities
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| show | a high degree of competitor knowledge
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| ethics is... | show 🗑
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| show | true
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| the gap between a buyer's desired state and his actual state is | show 🗑
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| a salesperson's best chance for making a sale is to get involved with the buyer when they are in what stage of the buying process? | show 🗑
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| show | functional, social, situational, psychological. NOT PHYSIOLOGICAL
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| a potential buyer will spend more time gathering information in which type of purchasing decision? | show 🗑
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| shorter version of buying process | show 🗑
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| show | request for proposals
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| show | to seek common understanding between the buyer and seller
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| salespeople need to posses effective communication skills so that they | show 🗑
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| show | tactical
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| show | evaluative
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| show | reactive
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| primary objective of strategic prospecting | show 🗑
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| show | suspects
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| when planning a sales dialouge, a salesman must | show 🗑
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| show | canned sales presentation
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| show | listening to discover needs and use of visual aids
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| show | written sales proposal
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| show | the ability to continue selling in the absence of the salesman
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| what is a good indicator of buyer resistance? | show 🗑
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| show | the prospect was not qualified
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| show | price
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| objection categories | show 🗑
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| a good way to overcome objections | show 🗑
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| show | loyalty to a competitor
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| addressing certain sources of buyer resistance before the buyer mentions them | show 🗑
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| show | summarize the pertinent buying signals
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| if the salesman initially fails to earn the buyer's commitment, they should | show 🗑
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| show | true
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| show | connect
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| how do salesman demonstrate customer commitment by satisfying long term relationships? | show 🗑
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| the first step to resolve customer complaint | show 🗑
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| most fortune 500 companeis lose 50% of their customers in 5 years | show 🗑
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| the process of first deciding what is to be accomplished and then placing into motion the proper plan to achieve those objectives | show 🗑
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| classifying accounts based on level of sales potential | show 🗑
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