MKTG. 112 (FINALS)SELLING IN THE DIGITAL AGE Flashcards

1
Q

Selling in the Digital Age Key takeaways

A

*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.

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2
Q

Important Concepts of Selling in the Digital Age

A

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

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3
Q

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

A

Trust

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4
Q

Providing valuable content to establish expertise and build trust.

A

Content Marketing

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5
Q

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

A

Technology

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6
Q

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

A

Data-Driven Decisions

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7
Q

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

A

Generalist Approach

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8
Q

Key Strategies of Selling in the Digital Age

A

*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.

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9
Q

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

A

Self-Leadership

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10
Q

Identifying the most likely customers and prospects.

A

Territory Analysis

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10
Q

Establishing priorities by setting clear goals and objectives.

A

Goal Setting

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11
Q

Categorizing customers and prospects based on their sales potential.

A

Account Classification

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12
Q

Executing the roadmap created in the strategy development phase.

A

Strategy Implementation

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13
Q

Creating a schedule of activities to achieve objectives.

A

Sales Planning

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14
Q

Optimizing routes and resource allocation for efficiency and customer satisfaction.

A

Territory Routing Plans

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15
Q

Using technology and automation to streamline tasks and enhance efficiency.

A

Tapping Technology and Automation

16
Q

Assessment of Performance and Goal Attainment

A

Regularly evaluating progress and making adjustments.

17
Q

Increasing customer value through collaboration and partnerships across different departments.

A

Teamwork

18
Q

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.

A

Selling in the Digital Age

19
Q

Digital Sales Overview

A
  • 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.
20
Q

Key Sales Channels

A
  • 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.
21
Q

Key Sales Channels (Detailed)

A
  • Provides detailed descriptions of each key sales channel, explaining their functionalities, benefits, and how they contribute to digital sales success.
22
Q

Strategies for Success (Data Collection & Process Automation)

A
  • 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.
23
Q

Strategies for Success (Personalizing Sales & Case Studies)

A
  • 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.
24
Q

Sales Digitization

A
  • 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.
25
Q

Five Sequential Stages of Self-Leadership

A

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

26
Q

Four Levels of Sales Goals

A

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

27
Q

Different Territory Routing Techniques

A

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