Chapter 21

Question 1

*pushing people to spend more money
*purely about relationships and smooth talking
*all about loud talking
*company focused
*at odds with marketing
is this what sales is or is not ?

Answer 1

sales is not this stuff

Question 2

*encouraging people to buy things that will add value
*leveraging data to demonstrate the value
*attentive listening
*customer focused
is this what sales is or is not ?

Answer 2

sales is this stuff

Question 3

What are the 7 different types of sales roles ?

Answer 3

1. inside sales
2. outside sales
3. sales support
4. client services
5. lead gen
6. business dev
7. account managers

Question 4

the single most impactful driver of sales direction
what is this ?

Answer 4

compensation

Question 5

what question does compensation answer ?

Answer 5

where should I focus my time and energy

Question 6

what are the 4 elements of compensation ?

Answer 6

1. fixed
2. variable
3. expenses
4. fringe benefits

Question 7

*software system that allows businesses to manage their interactions with customers through data analysis
*helps businesses prioritize prospects and nurture customer relationships through the selling process
*automates and personalizes engagement with prospects
what is this ?

Answer 7

Customer Relationship Management (CRM)

Question 8

-Hubspot
-Oracle
-Odoo
-Sherpa
-Salesforce
what are these examples of ?

Answer 8

Customer Relationship Managements (CRMs)

Question 9

What are the ways you can structure your salesforce ?

Answer 9

1. geography focused
2. product focused
3. customer focused

Question 10

the two way flow of communication between a buyer and seller, often in a face to face encounter, designed to influence a persons or groups purchase decision
what is this ?

Answer 10

personal selling

Question 11

planning the selling program and implementing and evaluating the personal selling effort of the firm
what is this ?

Answer 11

sales management

Question 12

the practice of building ties to customers based on a salespersons attention and commitment to customer needs over time
what is this ?

Answer 12

relationship selling

Question 13

process routine orders or reorders for products that were already sold by the company
what is this ?

Answer 13

order taker

Question 14

sells in a conventional sense and identifies prospective customers, provided customers with information, persuades customers to buy, closes sales, and follows up on customers use of a product or service
what is this ?

Answer 14

order getter

Question 15

the practice of using an entire team of professionals in selling to and servicing major customers
what is this ?

Answer 15

team selling

Question 16

sales activities occurring before, during , and after the sale itself, consisting of six stages: (1) prospecting, (2) pre approach, (3) approach, (4) presentation, (5) close, and (6) follow up
what is this ?

Answer 16

personal selling process

Question 17

a need satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information
what is this ?

Answer 17

adaptive selling

Question 18

a need satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution
what is this ?

Answer 18

consultative selling

Question 19

the use of various technologies to make the sales function more effective and efficient
what is this ?

Answer 19

salesforce automation

Question 20

any individual or organization within your marketing reach who has interacted with your brand way or has the potential to become a future customer
what is this ?

Answer 20

lead

Question 21

a potential customer who has been qualified as fitting certain criteria
what is this ?

Answer 21

prospect

Question 22

to determine whether or not someone who is interested in your services is a good fit as a customer
what is this ?

Answer 22

qualified prospect

Question 23

make an unsolicited call on someone, by phone or in person, in an attempt to sell goods or services
what is this ?

Answer 23

cold call

Question 24

probing and listening by the salesperson to identify the needs and interest of prospective buyers
what is this ?

Answer 24

need satisfaction presentation

Question 25

the practice of introducing a higher end product solution that the one in question
what is this ?

Answer 25

upselling

Question 26

is the practice of proposing related or complementary products and services
what is this ?

Answer 26

cross-selling

Question 27

excuse for not making a purchase commitment or decision
what is this ?

Answer 27

objections

Question 28

the globe is first divided into regions and each region is divided into districts or territories. salespeople are assigned to each district with defined geographical boundaries and call on all customers and represent all products sold by the company
what is this ?

Answer 28

geographical sales organization

Question 29

a different salesforce calls on each seperate type of buyer or marketing channel
what is this ?

Answer 29

customer sales organization

Question 30

when specific knowledge is required to sell certain types of products
what is this ?

Answer 30

product sales organization

Question 31

applies systems and technologies, including AI, to provide insights to salespeople
what is this ?

Answer 31

marketing automation

Question 32

consists of processes and technologies that supply customers with information about postal activities and technical expertise pertaining to products
what is this ?

Answer 32

customer service and support automation