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Personal Selling > Exam 1 > Flashcards

Exam 1 Flashcards

1
Q

Why is selling important in our economy?

A

it helps businesses keep up with significant developments

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2
Q

Who recognizes why selling is important in our economy?

A

businesses

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3
Q

What functions do sales people perform in a business?

A

identify customer needs, determine ways those needs could be met by the products or services they offer, and then provide that information to the customer, also identify those needs that cant be satisfied by that company and suggesting new ideas to the company that would solve those needs

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4
Q

What indicates the critical importance of sales people? What do companies do that indicate

A

compensation, and the extensive amount that is spent on the training of sales people

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5
Q

How does compensation rank for sales ppl vs other professions

A

more sales people earn above $100,000 annually than persons in any other profession

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6
Q

Greatest problem faced by any sales person

A

handling rejection

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7
Q

What are the characteristics of successful sales people?

A

enthusiasm, empathy, goal direction, ability to ask questions, resourcefulness, administrative ability, initiative, perseverance, pleasant personality

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8
Q

Unique feature of a sales career

A

it frees you from a mundane daily routine

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9
Q

If you seek advancement as a sales person what do you find?

A

almost any option for career advancement is open to those who are motivated to be successful and seek advancement

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10
Q

100 grand by the time your 30 what factors in sales would be an advantage

A

enthusiasm, empathy, goal direction, ability to ask questions, resourcefulness, administrative ability, initiative, perseverance, pleasant personality

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11
Q

what is true about a sales person who takes time to ask questions and listens to the answers

A

when you learn to ask the right questions you will gain new prospects, discover valuable qualifying information, uncover the prospects buying motives, and be able to anticipate most objections

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12
Q

During sales presentation which should you focus on Features or benefits

A

benefits that fit the needs your client expressed

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13
Q

What tasks do professional sales ppl perform

A

identify qualified prospects, plan preapproach activities, approach prospect, discover needs, make presentation, handle objections and gain commitment, service after the sale

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14
Q

What tasks do professional sales ppl perform

A

.

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15
Q

TQM- what did deming say about when things go wrong in the field(what is at fault)

A

when things go wrong there is an 85 percent chance that the system is at fault, only about 15 percent of the time can the individual sales person be blamed

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16
Q

1st time a qualified prospect who meets all requirements says no what should you do

A

keep trying

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17
Q

1st time a qualified prospect who meets all requirements says no what should you do

A

.

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18
Q

Definition of benefits

A

ways that the product or service will help the client

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19
Q

As a rep for the company the sales person is responsible for what when it comes to ethics

A

must accurately represent the products and services and deliver the kind of follow-up service that the company promises

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20
Q

What is the most overwhelming argument in favor of operating a business ethically

A

may lead to higher level of commitment

21
Q

Door to door salesmen are responsible for telling the cancellation of contract

A

.

22
Q

What guidelines should be considered when you face an ethical conflict

A
  1. is it legal
  2. is it fair to all concerned
  3. would i want someone to act this way toward me
  4. how would i explain my actions to someone else
  5. how will it make me feel about myself
23
Q

What is the real purpose of selling

A

.

24
Q

5 things, which would be considered ethical by most companies

A

.

25
Q

How do you know when a message has been transmitted successfully

A

.

26
Q

Salespersons goal in communications

A

pass information to the reciever

27
Q

Mannerisms of successful sales people

A

articulation, volume, silence, rhythm, rate

28
Q

Understand some of the warning signals a buyer will give you

A

separating themselves from the conversation, tightness around the cheeks show anger or suspicion, sudden flush of facial redness

29
Q

Proxemics (def and different types and what they mean)

A

the distance individuals prefer to maintain between themselves and others

  • intimate range(up to 2 ft. too close for business)
  • personal range(2 to 4 ft. only if comfortable)
  • social range(4 to 12 ft. allows prospects plenty of room)
  • public range(12 or more ft. good for presentation of speech)
30
Q

After alternatives are identified and evaluated the purchase decision _________

A

is made

31
Q

Body Language (different types and what they mean)

A

the language of gestures, body signals, hand movements, facial expressions

32
Q

What part of your meeting w a client is the most important

A

.

33
Q

what happens to companies that only focus on the bottom line

A

the company’s very existence could be threatened if they are hit w huge fines or unwanted exposure in the media

34
Q

What are the diff between men and women interacting in a business situation

A

salesmen: report talk vs. rapport talk, stop interrupting, feel the sale, control your language
saleswomen: speak confidently and clearly, feed them data, practice your humor, watch your language

35
Q

relationship between self-image and a person’s behavior

A

self image is an individuals unique and personal self appraisal at a given moment in time. it affects what is perceived as reality

36
Q

What are long term sales relationships based on?

A

mutual trust and credibility

37
Q

Most common mistake sales people make when dealing w clients

A

not adjusting their behavior to meet the clients needs

38
Q

4 basic functions of human personality

A

feeling, sensing, intuition, and thinking

39
Q

Why do u want to learn and study about behavioral styles

A

you can predict behavioral patterns and improve the communication environment

40
Q

What does psychological reciprocity Mean

A

as the sales person you make the initial attempt to get into the client’s world. the person is then challenged to move toward you; to reciprocate

41
Q

In the social styles model why is human behavior predictable

A

because these behaviors tend to be either more responsive or less and more or less assertive

42
Q

Diff ways of sensing things, and how people act for different ways

A

auditory, visual, kinesthetic

43
Q

When is behavioral versatility or “style flexing” is most effective

A

when people of different styles meet

44
Q

styles of sales people

A

expressive, driver, analytical, amiable

45
Q

analytical behavior strengths and weaknesses

A

strengths: industrious, persistent, serious, vigilant, orderly
weak: critical, indecisive, stuffy, picky, moralistic

46
Q

driver style strengths and weaknesses

A

strengths: determined, thorough, decisive, efficient, pragmatic
weak: pushy, severe, toughminded, dominating, harsh

47
Q

amiable strengths and weaknesses

A

strengths: supportive, respectful, willing, dependable, agreeable
weak: conformist, reserved, pliable, dependent, unsure

48
Q

expressive strengths and weakness

A

strengths: personable, stimulating, enthusiastic, dramatic, gregarious
weak: manipulative, excitable, undisciplined, reacting, egotistical

Personal Selling (1 decks)

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