Sales ch 6

Question 1

Social selling

Answer 1

Leveraging social media to identify, understand, engage, and network with prospects to develop relationships.

Question 2

Cold calling

Answer 2

Contacting a sales lead unnanounced and with little or no information about the lead.

Question 3

Referral

Answer 3

A name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time

Question 4

Introduction

Answer 4

A variation of a referral where in addition to requesting the names of prospects the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer

Question 5

Centers of influence

Answer 5

Well-known and influential people who can help a salesperson prospect and gain leads

Question 6

Noncompeting Salesperson

Answer 6

A salesperson selling noncompeting products

Question 7

Company records

Answer 7

Information about customers in a company database

Question 8

Advertising Inquiries

Answer 8

Sales leads generated from company advertising efforts

Question 9

Inbound telemarketing

Answer 9

source of locating prospects whereby the prospect calls the company to get information

Question 10

Outbound Telemarketing

Answer 10

a source of locating prospects whereby the salesperson contacts the prospect by telephone

Question 11

Trade Shows

Answer 11

events where companies purchase space and set up booths that clearly identify each company and its offerings and that are staffed with salespeople who demonstrate the products and answer questions

Question 12

Seminars

Answer 12

A presentation salespeople give to generate leads and provide information to prospective customers who are invited to by Direct Mail word of mouth or advertising on local television or radio

Question 13

Directories

Answer 13

electronic or print sources that provide contact and other information about many different companies or individuals

Question 14

Lead Management Services

Answer 14

list of targeted businesses or individuals with detailed contact and other information as well as email Direct Mail telephone and web-based marketing services to connect with targeted leads

Question 15

Strategic Prospecting Plan

Answer 15

a salesperson’s plan for Gathering qualified prospects

Question 16

Tracking System

Answer 16

part of the Strategic prospecting plan that records comprehensive information about the prospect traces the prospecting methods used in chronologically archives outcomes from any contacts with the prospect

Question 17

Sales Call

Answer 17

and in-person meeting between a salesperson or sales team and one or more buyers to discuss business

Question 18

Sales Dialogue

Answer 18

conversations between buyers and sellers that occur at salespeople attempt to initiate develop and enhance customer relations sales dialogue should be customer focused and have clear purpose

Question 19

Sales Presentation

Answer 19

comprehensive communication that convey multiple points designed to persuade the customer to make a purchase

Question 20

Canned Presentation

Answer 20

sales presentation that can include scripted sales calls memorized presentations and automated presentations

Question 21

Written Sales Proposals

Answer 21

a complete self-contained sales presentation on paper often accompanied by the verbal sales presentations before or after the proposal is delivered

Question 22

Organized sales dialogue

Answer 22

also known as the organized sales presentation unlike a canned presentation and organized sales dialogue has high level of customer involvement

Question 23

Organized Sales presentation

Answer 23

a sales presentation that allows the salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during the previous sales calls organize sales presentations feature a two-way dialogue with a high level of customer involvement

Question 24

sales dialogue template

Answer 24

a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect

Question 25

customer value proposition

Answer 25

a statement of how the sales offering will add value to the prospects business by meeting a need or providing an opportunity

Question 26

Buying Motive

Answer 26

I need activated drive to search for an acquire solution to resolve a need or problem the most important factors from the customer’s perspective in making a purchase decision

Question 27

Rational Buying Motives

Answer 27

typically relate to the economics of the situation including cost profitability quality services offered and the total value of the seller’s offering as perceived by the customer

Question 28

Emotional buying motives

Answer 28

Includes motives such as security status and need to be liked sometimes difficult for sales people to uncover these motives

Question 29

Features

Answer 29

a quality or characteristic of a product or service that is designed to provide value to a buyer

Question 30

Benefits

Answer 30

the added value or a favorable outcome derived from features of the product or service the seller offers

Question 31

Nine components of sales dialogue

Answer 31

Prospect information
customer value proposition
sales call objective
situation and needs analysis linking buying motives benefits support information and other reinforcement methods
competitive situ
beginning the sales dialogue
anticipate questions and objectives
earn Prospect commitment
build value through follow-up action

Question 32

Check Back

Answer 32

Questions sales people use throughout a sales dialogue to generate feedback from the buyer

Question 33

Verbal Support

Answer 33

the use of voice characteristics examples antidotes comparisons and analogies to make sales dialogue interesting and understandable

Question 34

Voice Characteristics

Answer 34

the pitch and speed of speech which tells people should very to emphasize key points

Question 35

LAARC

Answer 35

an acronym for listen acknowledge assess respond and confirm that describes an effective process for salespeople to follow to overcome sales resistance

Question 36

Indirect Denial

Answer 36

I respond to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it