Sales and key account management lecture 1

Question 1

Personal selling

Answer 1

Relies heavily on interpersonal interaction between buyers and sellers to initiate. (Develop customer relationship)

Question 2

Advantages personal selling

Answer 2

Direct feedback, high customer attention, interactive and adaptable, development of relationship

Question 3

Disadvantages personal selling

Answer 3

Expensive, limited number of customers, labour intensive

Question 4

Sales person of today

Answer 4

Better listener than a talker
More orientated toward long-term relationships
Has the skills and patience to endure lengthy, complex sales processes

Question 5

Trust-based relationship selling

Answer 5

Requiring that salespeople earn customer trust and that their selling strategy meets customer needs and contribute to the delivery of the customer value

Question 6

Customer value

Answer 6

Does the salesperson do a good job in helping me or make money
Is the salesperson dependable
Does the sales representative understand my business

Question 7

Stimulus response selling

Answer 7

Salesperson provides a stimulus to buyer responses. This will be repeated till purchase

Question 8

Mental states selling

Answer 8

Selling approach

Question 9

Need satisfy selling

Answer 9

The salesperson is dependent upon questioning and listening to uncover the buyer’s needs

Question 10

Problem-solving selling

Answer 10

Salesperson and customer work together to find solutions for a problem

Question 11

Consultative selling

Answer 11

Helping customers reach their strategic goals by using the products and expertise of the sales organization.