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BMM 2209 > S1 - Salesmanship > Flashcards

S1 - Salesmanship Flashcards

1
Q

Sales Skills about Information (GRDA)

A

Gather
Respond
Deliver
Ask/Close

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2
Q

Series of conversations between buyers and sellers

A

Sales Dialogue

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3
Q

EDRM

A

Economic Stimuli
Diffusion of Innovation
Revenue Producers
Market Research & Feedback

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4
Q

Personal Selling Basic Approaches (SMNPC)

A

Stimulus Response S.
Mental States S.
Need Satisfaction S.
Problem Solving S.
Consultative S.

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5
Q

Stimuli can elicit responses

A

Stimulus Response Selling

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6
Q

Buyers can be led through mental states

A

Mental States Selling

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7
Q

Mental States Selling Formula Approach: ____

A

AIDA

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8
Q

Customer is buying to satisfy

A

Need Satisfaction Selling

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9
Q

Extension of need satisfaction

A

Problem Solving Selling

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10
Q

Process of helping customers by using products, services & expertise of sales

A

Consultative Selling

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11
Q

Mental States of Customers (CICDA)

A

Curiosity
Interest
Conviction
Desire
Action

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12
Q

Trust Based Sales Process (UCD)

A

Understanding Customer Value
Creating and Communicating Customer Value
Delivering and Increasing Customer Value

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13
Q

Trust Based Sales Process: Elements (TOHC SRF)

A

Trust
Openness
Honesty
Confidentiality

Security
Reliability
Fairness

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14
Q

Extent of buyer’s confidence

A

Trust me

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15
Q

Completely free from concealment

A

Openness

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16
Q

Fairness & straightforwardness

A

Honesty

17
Q

State of being entrusted

A

Confidentiality

18
Q

Quality of being free

A

Security

19
Q

Consistency of a salesperson to do what is right

A

Reliability

20
Q

Impartiality

A

Fairness

21
Q

Trust Builders (ECD CC)

A

Expertise
Customer Orientation
Dependability

Compatibility
Candor

22
Q

Knowledge Bases (IPSP MCT)

A

Industry & Company K.
Product K.
Service Superiority
Promotion & Price

Market & Customer K.
Competitor K.
Technology K.

23
Q

Service Superiority (DITF CIGO)

A

Delivery
Inventory
Training
Field Maintenance

Credit and financial consideration
Installation
Guarantees & warranties
Others

BMM 2209 (4 decks)

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