Professional Salesmanship Flashcards
it is the process to identify, qualify, and prioritize sales opportunities whether they represent potential new customers or opportunities to generate additional business from existing customers
Strategic Prospecting
what is the first step of the sales funnel that comes ahead of lead qualifications of any sales activity
prospect
is the driving force behind in purchasing goods
motives
are those presentations where the text of the presentation is cautiously worded, tested, and finally written down
canned sales presentations
it is considered one of the best sales and marketing automation software with an open-source interface
fat free crm
is the marketing term that measures how products or services supplied by a company meet or exceed customers’ expectation
customer satisfaction
offering quotations and proposals on a well-timed basis helps guarantees that no sales opportunities are lost
quote and proposal system
is buying motives based on feelings or passions
emotional buying motives
is a software utilized to deal with exchanges between customers prospects, and suppliers
CRM system
is the yearning for a new experience which motivates customers to purchase specific goods
curiosity
is a system that makes the sales process more competent to support the selling function for a distributed sales force
sales force automation
is used to document particular information about the prospect of the company name, the name of the key decision-maker, job title, and type of business
prospect information
is the statement of how the sales offering shall enhance value to the business of the prospect through being able to meet the need or offer and opportunity
customer value proposition
admits the partial legitimacy of the customer’s opposition but balances with better advantage
indirect denial
involves making a concerted effort to continue the conversation with sales leads
prospecting plan
is a major challenge that may be faced by salespeople and not respond totally to anything being presented
customer resistance
is the customers purchases the goods or services on the basis of a particular place, special discount , present price, decoration, behavior, and other facilities
gain commitment by offering special features
refers to a reluctance to purchase behavior because of attitude, emotion, or prejudice
psychological resistance
this approach consists of the extra included with the purchase. these inclusions could be in forms such as special discount, an added service, a gift, or a coupon during the time salespeople solicit for commitment
inertia
is the process by which a salesperson obtains new customers
sales prospecting
