Group 2 Flashcards

1
Q

Is a critical component of marketing that focuses on interpersonal communication between buyers and sellers. It aims to initiate, develop, and enhance customer relationships.

A

Personal Selling

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2
Q

Involves creating, communicating, delivering, and exchanging offerings that provide value to customers, clients, partners, and society.

A

Marketing

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3
Q

It leads to increased loyalty and long-term business success.

A

Building Relationships

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4
Q

It help us provide tailored solutions, improving customer satisfaction.

A

Understanding Customer Needs

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5
Q

Salespeople can quickly adapt their strategies based on customer feedback and reactions, making the sales process more effective.

A

Adaptability

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6
Q

Essential for providing detailed explanations, demonstrations, and handling negotiations.

A

Personal Selling

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7
Q

Salespeople address concerns and answer questions in real-time.

A

Immediate Feedback

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8
Q

Personal selling is key to acquiring new customers and expanding relationships with existing ones, driving revenue growth.

A

Increasing Market and Customer Share

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9
Q

It complements other marketing activities, such as advertising and promotions, by reinforcing messaging through direct engagement.

A

Support for Other Marketing Efforts

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10
Q

This is when salespeople perform multiple functions, such as acquiring new customers, maintaining existing accounts, and providing sales support.

A

Combination Roles

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11
Q

Salespeople work as part of a team, combining different roles and expertise to enhance the overall sales effort.

A

Team Selling

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12
Q

What are the 4 key role of salespeople? (FCCC)

A

Financial Contributor
Change Agent
Communication Agent
Customer Value Agent

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13
Q

Refers to the deep understanding of customer needs and market trends.

A

Market Knowledge

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14
Q

The effective collaboration with internal teams to serve customers

A

Coordination

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15
Q

Maximizing value in every customer interaction.

A

Efficiency

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16
Q

Building reliable and honest relationships.

A

Trustworthiness

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17
Q

Facilitate quick customer decision-making and adoption of new products.

Promote innovation, improving quality of life and business operations.

Influence economic cycles positively by boosting market activity.

A

Change Agent

18
Q
  • Drive revenue by meeting sales quotas and financial targets
  • Enhance profitability through efficient sales practices and productivity improvements.
A

Financial Contributor

19
Q
  • Act as the link between customers and the company.
  • Provide valuable market insights and gather competitive intelligence.
  • Ensure accurate, timely reporting to inform company strategy.
A

Communication Agent

20
Q

Create and enhance customer value through knowledge and service.

A

Customer Value Agent

21
Q
  • Emphasizes long-term relationships rather than immediate sales.
  • Involves locating prospects, making appointments, preparing presentations, completing sales, and post-sale follow-ups.
A

Trust-Based Relationship Selling

22
Q

It aims for quick sales with a one-size-fits-all pitch, minimal customer feedback, and no emphasis on long-term relationships.

A

Transactional Selling

23
Q

Builds trust through understanding customer needs, two-way communication, and adding value over time.

A

Trust-Based Selling

24
Q

What are the 5 process in Trust Based Relationships Selling? (SSIDE)

A

Selling Foundation
Selling Strategy Based on Customer Needs and Value
Initiating Customer Relationships
Developing Customer Relationships
Enhancing Customer Relationships

25
Q

What are the five key attributes for trust-building?

A

Customer Orientation
Competence/Expertise
Candor/Honesty
Compatibility
Dependability

26
Q

Consistently fulfill promises and commitments.

A

Dependability

27
Q

Always be truthful and transparent with customers.

A

Candor/Honesty

28
Q

Be seen as a professional and easy to work with.

A

Compatibility

29
Q

Be knowledgeable and skilled in your offerings.

A

Competence/Expertise

30
Q

Uses a fixed, scripted approach for all customers; not flexible or customer-focused.

A

Stimulus Response Selling

31
Q

Leads customers through stages (Attention, Interest, Desire, Action); assumes all buyers think alike.

A

Mental States Selling (AIDA)

32
Q

Identifies and addresses specific customer needs; customer-focused and reduces resistance.

A

Need Satisfaction Selling

33
Q

To know motivations, purchasing processes, and customer types.

A

Customer Understanding

34
Q

Master product details and benefits. Stay updated on competitors and market trends.

A

Product and Market Knowledge

35
Q

What are the 4 essential sales skills? (LQSS)

A

Listening
Questioning
Sales Presentation
Sales Dialogue

36
Q

Critical for understanding buyer’s viewpoint and needs.

A

Listening

37
Q

Use methodologies like SPIN and ADAPT to guide the conversation.

A

Questioning

38
Q

Explain features, use aids, and demonstrate products.

A

Sales Presentation

39
Q

Engage in purposeful conversations to build and enhance relationships.

A

Dialogue

40
Q

What does ADAPT stands for?

A

Assess, Discover, Activate, Project, Transition

41
Q

What are the 5 personal selling approaches? (SMNPC)

A

Stimulus Response Selling
Mental State Selling (AIDA)
Need Satisfaction Selling
Problem Solving Selling
Consultative Selling

42
Q

Emphasis on ethics and cost control in sales practices. Balance revenue generation with efficient resource use.

A

Accountability