PROFESSIONAL SALESMANSHIP (MIDTERM)

Question 1

Must invest a significant amount of time in planning sales calls on prospective and existing customer so that they can communicate in a clear credible and interesting fashion

Answer 1

*SALES PEOPLE

Question 2

In person meeting between a salesperson or sales team and one or more buyers to discuss business.

Answer 2

*SALES CALL

Question 3

A business conversations between buyers and sellers that occur a sales people attempt to initiate develop and enhance customer relationship.

Answer 3

*SALES DIALOGUE

Question 4

Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Answer 4

*SALES PRESENTATION

Question 5

ADAPT stands for:

Answer 5

*ASSESSED
*DISCOVERED
*ACTIVATED
*PROJECT
*TRANSITION

Question 6

is the process of finding and interacting with possible clients or consumers in order to create new business possibilities is known as prospecting. In order to turn leads into consumers, it entails conducting research, identifying potential customers or businesses, reaching out to them, and building connections.

Answer 6

*PROSPECTING

Question 7

Importance of Prospecting

Answer 7

1.REVENUE GENERATION
2.MARKET EXPANSION
3.BUILDING RELATIONSHIPS
4.INSIGHT AND STRATEGY DEVELOPMENT

Question 8

-By identifying and reaching out to potential customers, businesses can create opportunities for sales and revenue growth.

Answer 8

*REVENUE GENERATION

Question 9

-prospecting allows businesses to explore and enter new markets or customer segments

Answer 9

*MARKET EXPANSION

Question 10

-Engaging with prospects helps build relationships and trust early in the sales process

Answer 10

*BUILDING RELATIONSHIPS

Question 11

-Prospecting provides valuable insights into market trends, customer needs, and competitive dynamics

Answer 11

*INSIGHT AND STRATEGY DEVELOPMENT

Question 12

• Is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential costumers or opportunities to generate additional business from existing costumers.

Answer 12

*STRATEGIC PROSPECTING

Question 13

Prospecting Methods

Answer 13

*COLD CANVASSING
*NETWORKING
*COMPANY SOURCES
*COMMERCIAL SOURCES

Question 14

• occurs when
  salespeople contact a sales lead unannounced with little if any information about the lead.

Cold calling

Referral
Introductions

Answer 14

*COLD CANVASSING

Question 15

• is the act of creating and sustaining relationships with individuals who can assist you professionally and personally. It entails engaging with others to exchange information, resources, and opportunities, typically aiming for mutual advantage.

Center of influence
Noncompeting salespeople
Social Media

Answer 15

*NETWORKING

Question 16

• refer to the different methods or channels a company uses to collect, manage, and share information that can help their own salespeople with strategic prospecting.

Company records
Advertising
Inquiries
Telephone Inquires
Trade Shows
Seminars

Answer 16

*COMPANY SOURCES

Question 17

• A variety of sources in print and electronic form can be very useful in prospecting.
  Directories
  Lead management service

Answer 17

*COMMERCIAL SOURCES

Question 18

Types of Sales Presentations

Answer 18

Canned Presentation
Written Sales Proposals
Organized Sales Dialogues and Presentation

Question 19

5 Important Dimensions for Evaluating Sales Proposal

Answer 19

Reliability
Assurance
Tangibility
Empathy
Responsiveness

Question 20

Sales Dialogue Template

Answer 20

Section 1: Prospect Information
Section 2: Customer Value Proposition
Section 3: Sales Call Objective
Section 4: Linking Buying Motives, Benefits, Support Information, and Reinforcement Method
Section 5: Current Suppliers and other Key Competitors
Section 6: Beggining the Sales Call
Section 7: Anticipated Prospect Questions and Objections with Planning Responses
Section 8: Earn Prospect Commitment
Section 9: Building Value through follow-up Action