S1 - Salesmanship Flashcards
Sales Skills about Information (GRDA)
Gather
Respond
Deliver
Ask/Close
Series of conversations between buyers and sellers
Sales Dialogue
EDRM
Economic Stimuli
Diffusion of Innovation
Revenue Producers
Market Research & Feedback
Personal Selling Basic Approaches (SMNPC)
Stimulus Response S.
Mental States S.
Need Satisfaction S.
Problem Solving S.
Consultative S.
Stimuli can elicit responses
Stimulus Response Selling
Buyers can be led through mental states
Mental States Selling
Mental States Selling Formula Approach: ____
AIDA
Customer is buying to satisfy
Need Satisfaction Selling
Extension of need satisfaction
Problem Solving Selling
Process of helping customers by using products, services & expertise of sales
Consultative Selling
Mental States of Customers (CICDA)
Curiosity
Interest
Conviction
Desire
Action
Trust Based Sales Process (UCD)
Understanding Customer Value
Creating and Communicating Customer Value
Delivering and Increasing Customer Value
Trust Based Sales Process: Elements (TOHC SRF)
Trust
Openness
Honesty
Confidentiality
Security
Reliability
Fairness
Extent of buyer’s confidence
Trust me
Completely free from concealment
Openness
Fairness & straightforwardness
Honesty
State of being entrusted
Confidentiality
Quality of being free
Security
Consistency of a salesperson to do what is right
Reliability
Impartiality
Fairness
Trust Builders (ECD CC)
Expertise
Customer Orientation
Dependability
Compatibility
Candor
Knowledge Bases (IPSP MCT)
Industry & Company K.
Product K.
Service Superiority
Promotion & Price
Market & Customer K.
Competitor K.
Technology K.
Service Superiority (DITF CIGO)
Delivery
Inventory
Training
Field Maintenance
Credit and financial consideration
Installation
Guarantees & warranties
Others
