Chapter 7: Planning the Sales Call Flashcards
Analysis Paralysis
When a salesperson prefers to spend practically all his or her time analyzing the situation and gathering information instead of making sales calls.
Barriers
Buyer’s subordinates who plan and schedule interviews for their superiors; also called screens.
Customer Value Proposition (CVP)
The way in which a salesperson’s product or service will meet the prospect’s needs and how that is different from the offerings of competitors, especially the next-best-alternative.
Focus of Dissatisfaction
The person in the organization who is most likely to perceive problems and dissatisfactions; leads to the focus of power.
Focus of Power
The person in the organization who can approve, prevent, or influence action.
Focus of Receptivity
The person in the organization who will listen receptively and provide a seller with valuable information; leads to the focus of dissatisfaction.
Influential Adversaries
Individuals in the buyer’s organization who carry great influence and are opposed to the salesperson’s product or service.
Minimum Call Objective
The minimum that a salesperson hopes to accomplish in an upcoming sales call.
Optimistic Call Objective
The most optimistic outcome the salesperson thinks could occur in a given sales call.
Primary Call Objective
Actual goal the salesperson hopes to achieve in an upcoming sales call.
Sales Portals
Online databases that include in one place many sources of information that the salesperson might need. Includes items such as account data, competitor intelligence, and news about the industry, the company, and the economy.
Secondary Call Objectives
Goals a salesperson hopes to achieve during a sales call that have somewhat less priority than the primary call objective.
Seeding
Sending the customer information that could be useful to the customer, but this does not include sales related information like pricing, brochures, and so on.
Selling Center
A team that consists of all people in the selling organization who participate in a selling opportunity.
Videoconferencing
Meetings in which people are not physically present in one location but are connected via voice and video.
