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Sales Management N5 > Assessment 1 > Flashcards

Assessment 1 Flashcards

1
Q

What is personal selling

A

It refers to the process whereby the salesperson has an oral and physical demonstration with the prospective about the product or service

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2
Q

What is personal selling

A

It refers to the process whereby the salesperson has an oral and physical demonstration with the prospective about the product or service

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3
Q

What are the market mix 4ps

A

1 products
2 place
3 price
4 promotion

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4
Q

What are the 8 marketing functions

A

1 marketing research
2 products planning
3 standard and grading
4 price determination
- market price
- price taker
- price maker
5 distribution and transportation
6 risk factors
7 advertising
8 promotion and sales

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5
Q

What the roles of a sales person

A

1 Community
To give back to the community by providing the social responsibility
2 Economy
To provide the jobs for the citizens to expand the growth
3 buisness
To increase the effectiveness and efficiency in the business and with that to achieve the business goals

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6
Q

What the roles of a sales person

A

1 Community
To give back to the community by providing the social responsibility
2 Economy
To provide the jobs for the citizens to expand the growth
3 buisness
To increase the effectiveness and efficiency in the business and with that to achieve the business goals

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7
Q

What are the tasks of an salesperson

A

1 Attaining the customer through prospecting
2 Regularly contact via email
3 Presentation and demonstration
4 getting Information
5 supplementary services

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8
Q

What are the personal traits of an salesperson

A

To be creative and resourcesful
To be self motivated
And be persuasive and mentally sharp
Adaptive and versatile
Social person and self assured

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9
Q

What are the physical images of an salesperson

A

1 use of voice
2 good health
3 manner and habits
4 neatness and attire
5 appearance

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10
Q

Good knowledge leads to what advantages

A

Self confidence
Income increases
Knowledge builds loyalty
Personal development

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11
Q

Types of knowledge needed

A

1 know the buisness
2 sales philosophy of the business (slogan)
3 production process and methods
4 distribution policy
5 price policy
6 financial and credit policy

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12
Q

What other knowledge should an salesperson know

A

1 Industry
Must know the buisness operation and what the business is interms of the market and what government regulations effect the buisness
2 Competition
Must know the product they are providing
And the prices of the product
3 Prodect knowledge
The sales person must know the product characteristics( feature/benefits) products ranges of the products and the products support and th products uses

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13
Q

What is sales forecasting

A

It the process whereby the business provides organizational planning and budgeting in the sales by setting predictions

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14
Q

What is the purpose of sales forecasting

A

To predict how much the business can sell
Duration of the product can be sold
The marketing plan
The price

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15
Q

Benefits from accurate sales forecasting

A

Improves cash flows
Ability to determine investments
Have skills to plan for production and capacity

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16
Q

What are the steps of designing a sales territory

A

Step1
Select a geographical control unit
Step 2
Determine the salesperson workload
Step3
Determine the sales potential in each control units
Step 4
Determine the basic sales territory
Step 5
Assign the salesperson In the sales territory

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17
Q

What are the demands estimation and potential in sales territory

A

Market potential
Determine the expectations of sales
Sales potential
Determine the market share within the market potential
Geographical potential
It Determine the sales potential in terms of areas

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18
Q

What is quotas/ target

A

It refers to the device that controls and directs the sales operations

19
Q

What are the four quotas

A

1 sales volume
Determine the sales expected within the given periods
2 Budget quotas
It refers to the control of expenses and gross margins
3 Activities quotas
It refers to the control of how sales personnel it allocated based on their time and effort
4 combination and point systems quotas
It refers to the control of performance based on the sales from selling and non selling

20
Q

What are the sales forecasting methods

A

1 Jurdy of execution Opinion
Methods used when it deals with the experience individual therefore it becomes easy for them make decisions
2 Delphi Techniques
Used to utilize opinions of executives without face to face interaction and opinions are given anonymous
3 Sales forced method
Whereby the forecaster asks the salesperson to provide their own future sales within the given period
4 Time series Analysis
5 User and expectations
6 Indicators

21
Q

What is sales territory

A

Comprised number of present and potential customers located within given geographical areas assigned by the salesperson

22
Q

What are the benefits of established sales territory

A

1 ensure proper market coverage
2 workload equalization
3 increase salespeople’s morals
4 Better evaluation and control over sales force
5 Reduce sales
6 improves sales
7 Reduce and control conflicts
8 Bettter analysis and planning

23
Q

What is the design process in sales territory

A

1 Selection of geographical controls units
2 Analysis salesperson workloads
3 determine the sales potential in each controls units
4 Determine the basic sales territory
5 Assign salesperson to territory

24
Q

Methods for setting sales volumes quotas

A

1 sales volume quotas drived from territory sales potential
2 sales volume quotas from total market estimates
3 sales volume quotas based on past sales experience
4 sales volume quotas based on executive judgment done
5 sales volume quotas related only to compensate plans

25
Q

What is an buying team

A

It refers to the group of people in a buisness responsible for making organizational purchases decisions

26
Q

**Types of purchases for the buying team **

A

1 *Straight re buy *
Repeated on routine basis
2 New purchases

27
Q

**The roles of the buying team **

A

1 USERS
the person who will use the product when it received
2 INITIATORS
person to recognize a need
3 INFLUENCER
direct or indirect on purchase decisions
4 FINAL DECISION MAKING
make a actual buying decisions of product and suppliers
5 BUYERS
select a suppliers
6 GATEKEEPERS
control of flow of information in and out of the buisness to person in the buying team

28
Q

**The roles of the buying team **

A

1 USERS
the person who will use the product when it received
2 INITIATORS
person to recognize a need
3 INFLUENCER
direct or indirect on purchase decisions
4 FINAL DECISION MAKING
make a actual buying decisions of product and suppliers
5 BUYERS
select a suppliers
6 GATEKEEPERS
control of flow of information in and out of the buisness to person in the buying team

29
Q

What is buisness to buisness

A

It refers to the process of selling a product to other buisness Eg Coco cola selling their products to Pickn pay

30
Q

What is buisness to consumer

A

It refers to the process of selling a product to the consumer

31
Q

What is telesales

A

Telesales it the communication through channels

32
Q

What are the advantages of telesales

A

1 Enlarge the market shares
2 Qualify sales leads
3 Decrease sales costs

33
Q

What is prospecting

A

It refers to the first steps of personal selling
It is mainly identifiy of a person or building that needs or means to psy for the product

34
Q

What are the techniques used to stimulate prospecting

A

1 Endless chain techniques
2 Influence center
3 personal contact and Oberservation
4 Buisness leads
5 Spotters
6 Socal media
7 publication and newspapers
8 Direct prospecting and telesales

35
Q

What is sales presentation/pre approach

A

It refers to the process whereby the sales person gathers information about the prospect to set up an appointment

36
Q

What are the qualities of prospecting

A

1 Need and use
2 Abity to buy
3 Size and importance of sales transacting
4 Frequency of need
5 Urgency of need
6 Authority to buy

37
Q

What are the qualities of prospecting

A

1 Need and use
2 Abity to buy
3 Size and importance of sales transacting
4 Frequency of need
5 Urgency of need
6 Authority to buy

38
Q

Types of information needed

A

1 Personal information
2 Name and surname
3 Age and dob
4 Reputation
5 professional and position
6 Aurthority

39
Q

What are the approach techniques

A

1 Question techniques
2 Making stimulating statements
3 Shock Approach
4 product approach
5 customer benefits approach
6 compliments approach
7 showmanship approach

40
Q

What is an objections

A

Objections are the dislike from the prospect site that stops the sales from moving

41
Q

What are the physical and psychological objections

A

1 PHYSICAL OBJECTIONS
.money and price objection
. No need
. Wrong time
2 Psychological objections
. Lack of ignorance
. Fear
Indecisive

42
Q

What are the physical and psychological objections

A

1 PHYSICAL OBJECTIONS
.money and price objection
. No need
. Wrong time
2 Psychological objections
. Lack of ignorance
. Fear
Indecisive

43
Q

Techniques used to overcome objections

A

1 Ask more specific questions
2 provide proof
3 Agree and qualify
4 provide more information
Overcome with agreement

44
Q

What are the closing sales techniques

A

1 the assumption close
2 Direct approach techniques
3 emotional closing
4 physical action techniques

Sales Management N5 (2 decks)

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