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Profesional Selling > Midterm > Flashcards

Midterm Flashcards

1
Q

Part of marketing underlies checking on interpersonal communication and interaction between buyer and seller

A

Personal selling

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2
Q

The series of conversation between buyer and seller that take place over time in attempt to build relationship

A

Sales dialogue

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3
Q

Sells people have a following relationship with revenue and most business firms

A

Direct

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4
Q

Which is NOT typical skill for trust based selling

A

Financial planning

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5
Q

Trust builder

A 
Expertise
Compatibility
Customer orientation 
Dependability 
Candor 
Compatibility
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6
Q

Sells people who place as much emphasis on a customers interest as their own are seen as being?

A

Customer orientation

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7
Q

Members of the business market?

A

Institutions
Gouvernement
Firms

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8
Q

RFP

A

Request for proposal

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9
Q

Government fiscal year ending?

A

December 31, 12 months

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10
Q

Communication styles

A

Amiable
Expressive
Analytical
Driver

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11
Q

Percentage of non verbal communication

A

55%

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12
Q

Characteristics of non verbal communication

A 
Facial expression 
Eye movement 
Placement or movement of hand, arms, head and leg
Body posture and orientation 
Proxemics
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13
Q

Seller communicates with the purpose of setting prices with respect to one or more requests for proposal

A

Bid rigging

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14
Q

A supplier charges different prices for like quantity and quality of product

A

Price discrimination

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15
Q

Offer a low price to attract customer and then tell them that offered article is no longer in stock

A

Bait and switch

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16
Q

Sole sourcing

A

Any contract entered into without competitive process, based on a justification that only one known source exists or that only one single supplier can fulfill the requirement

17
Q

Selling to the government

A 
The procurement process
Register as a supplier
Promote yourself
Search for opportunities 
Bid on opportunities
18
Q

Process selling to government

A
  1. By selling directly goods most cases up to $25000
    Over $25000 must go to PWGSC
  2. By consulting government electronic tendering service (GETS) on MERX
  3. Registering in the supplier registration information system as a supplier for goods and services
19
Q

Characteristics of the business market

A 
Concentrated demand 
Derived demand
Higher levels of demand fluctuation
Purchasing professional 
Multiple buying influences 
Close buyer-seller relationship
20
Q

Consumer market versus business market

A 
Consumer - business 
Many buyer - few buyer
Smaller purchases - larger purchases
Direct demand - derived demand
Géo dispersed - géo concentrated
21
Q

Individual that sell

A

Customer service representative
Management
Professionals
Entrepreneurs

22
Q

Knowledge bases

A 
Industry 
Technology 
Competitor 
Market/customer knowledge 
Price + promotion 
Service
Product
Company
23
Q

Dress for success

A
  • Conservative two piece business suit
  • conservative long sleeve shirt/blouse
  • clean polish conservative shoes
  • well groomed hairstyle
  • clean trimmed fingernails
  • minimal cologne or perfume
  • empty pockets
  • no gum, candy or cigarette
  • light brief case
  • no visible body piercing
24
Q

Consultative selling model

A

Long term ally
Business consultant
Strategic orchestrator

25
Q

Long term ally

A

Role sales person play In which they support the customer even when immediate sales is not expected

26
Q

Business consultant

A

Role salesperson play in which she use internal and external sources to become an expert on the customers business. Educates the customer on the sale firms product and how they compare with competitions

27
Q

Strategic orchestrator

A

A role salesperson play in which she arranged the use of the sales organizations resources in effort to satisfy the customer

28
Q

Driver communication styles

A
  • Low on responsiveness, - high on assertiveness
  • known as dictators
  • detached from relationships.
  • competitive
  • task oriented
  • impatient
  • extremely formal
29
Q

How to sell to drivers

A 
Be assertive
Use eye contact 
Discuss actions and result
Keep it to the facts 
Get to the point 
Tell them what in it for them up front
30
Q

Sells people often adapt their appearance and communication styles per customer

A

Compatible

31
Q

It is difficult to ____ someone if you don’t _____ them

A

Trust, Like

32
Q

Suppose you were selling and the person back away when you move forward

A

You are invading the buyers personal zone

Profesional Selling (1 decks)

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