MKTG. 112 (FINALS)SELLING IN THE DIGITAL AGE

Question 1

Selling in the Digital Age Key takeaways

Answer 1

*Digital technology has transformed the sales landscape.
*Building trust and credibility is crucial in the digital age.
*Leveraging technology is essential for sales success (social media, content marketing, digital tools).
*Customer-centricity is paramount.
*Efficiency and a trustworthy image are vital for digital sales.

Question 2

Important Concepts of Selling in the Digital Age

Answer 2

*Trust
*Content Marketing
Technology
*Data-Driven Decisions
*Generalist Approach

Question 3

Building trust through genuine listening, personalized solutions, and transparency.

Answer 3

Trust

Question 4

Providing valuable content to establish expertise and build trust.

Answer 4

Content Marketing

Question 5

Embracing technology to streamline tasks, improve efficiency, and enhance customer engagement.

Answer 5

Technology

Question 6

Using data to understand customer behavior, measure results, and optimize strategies.

Answer 6

Data-Driven Decisions

Question 7

Being versatile and adaptable to handle multiple tasks in the digital age.

Answer 7

Generalist Approach

Question 8

Key Strategies of Selling in the Digital Age

Answer 8

*Listen to customer problems genuinely.
*Paint customers into the picture with a story, outcome, or possibility.
*Highlight brand uniqueness and address perceived “cons.”
*Invest in a strong website and social media presence.
*Use testimonials and reviews to build credibility.
*Prioritize high-impact tasks (80/20 rule).
*Know your ideal customer in detail.
*Use data to make informed decisions.
*Embrace a generalist approach.

Question 9

A critical requirement for success in a career, defined as doing the right thing and doing it well.

Answer 9

Self-Leadership

Question 10

Identifying the most likely customers and prospects.

Answer 10

Territory Analysis

Question 10

Establishing priorities by setting clear goals and objectives.

Answer 10

Goal Setting

Question 11

Categorizing customers and prospects based on their sales potential.

Answer 11

Account Classification

Question 12

Executing the roadmap created in the strategy development phase.

Answer 12

Strategy Implementation

Question 13

Creating a schedule of activities to achieve objectives.

Answer 13

Sales Planning

Question 14

Optimizing routes and resource allocation for efficiency and customer satisfaction.

Answer 14

Territory Routing Plans

Question 15

Using technology and automation to streamline tasks and enhance efficiency.

Answer 15

Tapping Technology and Automation

Question 16

Assessment of Performance and Goal Attainment

Answer 16

Regularly evaluating progress and making adjustments.

Question 17

Increasing customer value through collaboration and partnerships across different departments.

Answer 17

Teamwork

Question 18

Digital transformation has revolutionized sales, shifting interactions from physical stores to online platforms.
Modern businesses rely heavily on online channels like websites, email, and social media to engage with customers.

Answer 18

Selling in the Digital Age

Question 19

Digital Sales Overview

Answer 19

• Digital selling involves using online tools and platforms to reach and engage potential customers.
• Benefits include expanding reach, collecting data for analysis, and providing personalized customer experiences.
• Tools used in digital selling include websites, social media, search engines, email, and online platforms.

Question 20

Key Sales Channels

Answer 20

• The slide lists five key sales channels: websites, social media, email marketing, targeted ads, and chatbots.
• Each channel is briefly described, highlighting its role in digital selling.

Question 21

Key Sales Channels (Detailed)

Answer 21

• Provides detailed descriptions of each key sales channel, explaining their functionalities, benefits, and how they contribute to digital sales success.

Question 22

Strategies for Success (Data Collection & Process Automation)

Answer 22

• Highlights two strategies for success in digital selling: data collection and process automation.
• Data collection helps businesses understand customer preferences and behaviors, enabling tailored marketing efforts.
• Process automation saves time and increases efficiency by automating repetitive tasks, reducing human error.

Question 23

Strategies for Success (Personalizing Sales & Case Studies)

Answer 23

• Emphasizes two additional strategies: personalizing sales and leveraging case studies.
• Personalizing sales involves customizing offers and communications based on individual customer data, enhancing customer engagement and satisfaction.
• Case studies provide real-life examples of businesses successfully implementing digital sales strategies, offering valuable insights and practical guidance.

Question 24

Sales Digitization

Answer 24

• Concludes the presentation by emphasizing the importance of sales digitization.
• Transitioning to digital sales is essential for businesses to keep up with evolving customer expectations, build a personal brand, and foster ongoing customer engagement.
• Digital sales strategies are no longer optional but necessary for business growth.
• Businesses that embrace digital transformation are better positioned to succeed in the competitive market.

Question 25

Five Sequential Stages of Self-Leadership

Answer 25

*Setting goals and objectives
*Territory analysis and account classification
*Development and implementation of strategies and plans
*Tapping technology and automation
*Assessment and evaluation

Question 26

Four Levels of Sales Goals

Answer 26

*Personal Goals
*Territory Goals
*Account Goals
*Sales Call Goals

Question 27

Different Territory Routing Techniques

Answer 27

*Straight-Line Routing
*Cloverleaf Routing
*Circular Routing
*Leapfrog Routing
*Major City Routing