Sales Flashcards
What is the primary goal of sales?
To generate revenue by selling products or services to customers.
True or False: Sales involves only the act of selling.
False
What does B2B stand for in sales terminology?
Business to Business
Fill in the blank: The process of identifying potential customers is known as __________.
lead generation
What is a sales funnel?
A model that represents the customer journey from awareness to purchase.
Which of the following is NOT a type of sales strategy? A) Consultative Selling B) Transactional Selling C) Operational Selling
C) Operational Selling
What is the purpose of a sales pitch?
To persuade a potential customer to purchase a product or service.
True or False: Closing a sale refers to the final steps in the sales process where the customer agrees to buy.
True
Define ‘upselling’.
Encouraging a customer to purchase a more expensive item or add-ons to increase the sale value.
What does CRM stand for in sales management?
Customer Relationship Management
What is the difference between ‘cold calling’ and ‘warm calling’?
Cold calling involves contacting potential customers with whom there has been no prior relationship; warm calling involves contacting leads with some prior interaction.
Fill in the blank: A __________ is a person who is responsible for selling products or services.
sales representative
What is the role of market research in sales?
To gather information about consumer needs and preferences to inform sales strategies.
Which sales technique focuses on building long-term relationships with customers?
Consultative Selling
True or False: Sales quotas are set goals that sales representatives are expected to meet.
True
What is ‘value proposition’?
A statement that explains how a product or service meets customer needs and what differentiates it from competitors.
What is the significance of follow-up in the sales process?
It helps to maintain customer relationships and can lead to repeat sales.
What is the typical first step in the sales process?
Lead generation
Fill in the blank: __________ is the practice of analyzing sales data to improve performance.
Sales analytics
What is ‘cross-selling’?
The practice of selling additional products or services to an existing customer.
True or False: Sales training is not necessary for effective sales performance.
False
What is the importance of product knowledge in sales?
It enables sales representatives to answer customer questions and effectively demonstrate product benefits.
What does ‘lead nurturing’ refer to?
The process of developing relationships with potential customers at every stage of the sales funnel.
What is an objection in sales?
A concern or hesitation expressed by a potential customer regarding a product or service.
Fill in the blank: The __________ stage of the sales process involves addressing customer objections.
negotiation
