personal selling and sales management

Question 1

through personal selling a salesperson

Answer 1

dispenses knowledge to buyers, and negotiates price and terms for specialty goods and commercial products

Question 2

salespeople act as a source of

Answer 2

market intelligence for management and company information for clients

Question 3

evolution of personal selling

Answer 3

1. production- making sales (order taker) production orientation
2. sales-making sales (aggressive persuader) sales orientation
3. marketing-making sales (problem solver) customer orientation
4. partnering-building relationships (value creation) value orientation

Question 4

use personal selling when…

Answer 4

products are new & different, customizable, technically complex, expensive and require negotiation, installable

Question 5

six characteristics of a great sales person

Answer 5

empathetic, problem solver, communicator, trustworthiness, beer-worthiness, relentlessly energetic

Question 6

in great sales organizations, great people focus on the _____ experience not the _____ experience

Answer 6

buying;selling

Question 7

sales force objectives

Answer 7

provide new information: esp new products
persuade
after sale service 
assure customer satisfaction 
maximize benefits and margin

Question 8

building relationships with sales (steps)

Answer 8

prospecting, planning the sales call, presenting, responding to objections, obtaining commitment, building long-term relationships

Question 9

lead

Answer 9

a candidate to whom a sale can be made–target of prospecting process

Question 10

random lead generation

Answer 10

mass appeals that require a high number of contacts to generate qualified leads

Question 11

selected lead searching

Answer 11

uses existing contact to generate new ones-often called referrals

Question 12

planning the sales call (tips)

Answer 12

research and know your prospect, know your product & product line, know your competitors product/product line, know the market for your product and what needs they satisfy, schedule time with prospect, let the prospect know the purpose of the meeting

Question 13

presenting (tips)

Answer 13

be prepared and set a goal, share the goal, develop a checklist for the discussion, be on time & professional, put your contacts at ease-reading the client, make a good impression that results in sales, adapt your style to the prospect, don’t lose sight of the goal, schedule a follow up to make a sale

Question 14

when to expect objections to occur

Answer 14

during efforts to secure appointments (the gatekeeper), during the presentation (encourage questions), during attempts to obtain a commitment, and during the after sale follow up

Question 15

obtaining commitment (tips)

Answer 15

moving towards commitment begins with a scheduled presentation, know why a purchase will benefit your prospect, ask for commitment, follow up with a mutually acceptable action plan, be persistent

Question 16

how to build long term relationships

Answer 16

establish and maintain a prospect and customer database, monitor orders to deliver on time, on budget , ensure appropriate use of your product, provide customers ongoing guidance and support, analyze customer feedback and reply to problems, assure customer satisfaction through attention and response

Question 17

what is sales forecasting used for

Answer 17

establish quotas, plan personal selling efforts, budget expenses, plan and coordinate production, logistice, inventories personnel and soforth