Chapter 1 Flashcards
What is the key to being a top-notch salesperson according to Megan Colapinto?
Genuinely helping people figure out what they need and guiding them to the right solution.
It’s about being ethical and reliable, which leads to more sales and job satisfaction.
What are some of Megan Colapinto’s credentials?
She has serious credentials from Kennesaw State University, where she led the Sales Club and captained the Sales Team.
What is personal selling really about?
Creating meaningful interactions and value for both the seller and buyer, rather than just pushing products.
It’s about understanding the buyer’s needs and building a relationship.
What extra value do customers gain from personal selling?
Expert advice, help with setup, and personalized solutions tailored to their needs.
This makes the purchase more beneficial than buying online.
Why are selling skills important for everyone?
Selling skills are handy for everyone, as they can be used in various situations like negotiating salaries or convincing others.
What is the role of salespeople in creating value for businesses?
Salespeople figure out exactly what customers need and how their offerings can add value, focusing on customer lifetime value (CLV).
What do salespeople do in their roles?
They find new clients, present products, negotiate terms, and boost sales with current customers.
How do salespeople use technology in their roles?
Technology, like the Internet of Things (IoT), enhances relationships by allowing real-time updates and improving customer service.
What are the different business-to-business sales channels?
- Direct Sales: Selling directly to other businesses. 2. Distributor Sales: Selling to distributors who resell products.
Missionary salespeople promote products to influence purchasing decisions.
What makes a successful salesperson?
Self-motivation, dependability, trustworthiness, integrity, and ethics are crucial traits.
What skills make salespeople effective?
Customer and product knowledge, analytical skills, communication skills, flexibility, creativity, and emotional intelligence.
What are the perks of a sales career?
Career opportunities, freedom and flexibility, an entrepreneurial feel, financial rewards, and management opportunities.
What are the three parts of the sales skills foundation?
- Foundation Skills: Legal and ethical responsibilities, understanding the buying process, effective communication. 2. Partnership Development: Steps to build partnerships. 3. Sales Management: Managing time, territory, and internal relationships.
What ethical dilemma might a salesperson face?
Using insider information from a partner company to benefit their own company, weighing the pros and cons of the decision.
How should a salesperson handle a delayed product situation with a client?
Respond with optimism while being honest about the delays to keep the client happy.
What are the basics of sales jobs?
Sales jobs focus on relationships, roles, and the importance of the purchase for customers. Key factors include where you chat with them and what you’re selling.
What are the two types of salespeople?
Field salespeople meet face-to-face, while inside salespeople communicate over the phone or computer.
What are the creativity levels in sales jobs?
Some jobs involve taking orders from existing customers (low creativity), while others focus on creating solutions for new customers (high creativity).
What traits characterize successful salespeople?
Successful salespeople are self-motivated, trustworthy, knowledgeable, flexible, creative, and emotionally intelligent.
What is emotional intelligence (EI) in sales?
Emotional intelligence involves understanding and controlling your emotions, empathizing with customers, and using emotions wisely. However, high EI can be misused.
What are the rewards of a sales career?
Sales rewards include independence, financial compensation, and opportunities for advancement in management.
