Exam 1 Questions Flashcards
Amiables
Avoid Conflict
Close relationships
Cooperation
Cordial, loyal
They want to know “why”
Driver
Take risks
Swift and efficient decision makers
Competitive against other companies and careers
Recognition, influence are important
Analytical
Suspicious of power and personal relationships
Like facts, principles, and logic
Makes decisions slowly and deliberate
Avoids risk, conforms
Expressive
Focus on future
Acts Quickly
Takes Risks and accepts consequences
Direct time and effort towards achieving vision
What is CLV
Customer Lifetime Value
Modified Rebuy
Act immediately when problems arise with customers
Straight Rebuy
Reinforce relationship; convince customer of potential benefits from reexamining choice of supplier
New Task
Monitor Changes in customer needs; respond quickly when problems and new needs arise
Personal Selling
a person to person business in which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long term benefit of both parties
What is the nature between the buyer and seller in a strategic partnership?
Selling to prospects requires different skills than does selling to existing customers
Which law regulates price fixing?
The Robinson Patman Act
Responsiveness
Based on how emotional people tend to get in social situations
Asseetiveness
degree to which people have opinions about issues and publicly make their positions clear to others
Eight Buying Motives
need
acceptance
fear
impulse
health
pleasure
financial gain
Aspiration
Mirroring
Matching verbal and physical cues (ex: both people cross their legs over the other.)
Word Picture
Graphic or vivid story designed to help the buyer easily visualize the point
The core activity of selling
uncovering and satisfying the needs of a buyer.
Active personality process
When someone seeks out certain situations that are compatible with their personality traits
Personality trait of buyers
Users, Gatekeepers, Initiators, deciders, influencers
Functional Relationships
Variables wherein one variable changes systematically in response to the value of another
Attitudinal Relationship
involves attitudes and behaviors, which can affect each other
Salesman works in the industry and changes his selling style based on each individual customer. What is this called?
Style Flexing
Backdoor Selling
Salespeople ignore the purchasing agents policy and contact people directly involved in the purchasing decision
