Midterm Flashcards
Part of marketing underlies checking on interpersonal communication and interaction between buyer and seller
Personal selling
The series of conversation between buyer and seller that take place over time in attempt to build relationship
Sales dialogue
Sells people have a following relationship with revenue and most business firms
Direct
Which is NOT typical skill for trust based selling
Financial planning
Trust builder
Expertise Compatibility Customer orientation Dependability Candor Compatibility
Sells people who place as much emphasis on a customers interest as their own are seen as being?
Customer orientation
Members of the business market?
Institutions
Gouvernement
Firms
RFP
Request for proposal
Government fiscal year ending?
December 31, 12 months
Communication styles
Amiable
Expressive
Analytical
Driver
Percentage of non verbal communication
55%
Characteristics of non verbal communication
Facial expression Eye movement Placement or movement of hand, arms, head and leg Body posture and orientation Proxemics
Seller communicates with the purpose of setting prices with respect to one or more requests for proposal
Bid rigging
A supplier charges different prices for like quantity and quality of product
Price discrimination
Offer a low price to attract customer and then tell them that offered article is no longer in stock
Bait and switch
Sole sourcing
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
Selling to the government
The procurement process Register as a supplier Promote yourself Search for opportunities Bid on opportunities
Process selling to government
- By selling directly goods most cases up to $25000
Over $25000 must go to PWGSC - By consulting government electronic tendering service (GETS) on MERX
- Registering in the supplier registration information system as a supplier for goods and services
Characteristics of the business market
Concentrated demand Derived demand Higher levels of demand fluctuation Purchasing professional Multiple buying influences Close buyer-seller relationship
Consumer market versus business market
Consumer - business Many buyer - few buyer Smaller purchases - larger purchases Direct demand - derived demand Géo dispersed - géo concentrated
Individual that sell
Customer service representative
Management
Professionals
Entrepreneurs
Knowledge bases
Industry Technology Competitor Market/customer knowledge Price + promotion Service Product Company
Dress for success
- 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
Consultative selling model
Long term ally
Business consultant
Strategic orchestrator
Long term ally
Role sales person play In which they support the customer even when immediate sales is not expected
Business consultant
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
Strategic orchestrator
A role salesperson play in which she arranged the use of the sales organizations resources in effort to satisfy the customer
Driver communication styles
- Low on responsiveness, - high on assertiveness
- known as dictators
- detached from relationships.
- competitive
- task oriented
- impatient
- extremely formal
How to sell to drivers
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
Sells people often adapt their appearance and communication styles per customer
Compatible
It is difficult to ____ someone if you don’t _____ them
Trust, Like
Suppose you were selling and the person back away when you move forward
You are invading the buyers personal zone
