Sales ch 6 Flashcards
Social selling
Leveraging social media to identify, understand, engage, and network with prospects to develop relationships.
Cold calling
Contacting a sales lead unnanounced and with little or no information about the lead.
Referral
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
Introduction
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
Centers of influence
Well-known and influential people who can help a salesperson prospect and gain leads
Noncompeting Salesperson
A salesperson selling noncompeting products
Company records
Information about customers in a company database
Advertising Inquiries
Sales leads generated from company advertising efforts
Inbound telemarketing
source of locating prospects whereby the prospect calls the company to get information
Outbound Telemarketing
a source of locating prospects whereby the salesperson contacts the prospect by telephone
Trade Shows
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
Seminars
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
Directories
electronic or print sources that provide contact and other information about many different companies or individuals
Lead Management Services
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
Strategic Prospecting Plan
a salesperson’s plan for Gathering qualified prospects
Tracking System
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
Sales Call
and in-person meeting between a salesperson or sales team and one or more buyers to discuss business
Sales Dialogue
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
Sales Presentation
comprehensive communication that convey multiple points designed to persuade the customer to make a purchase
Canned Presentation
sales presentation that can include scripted sales calls memorized presentations and automated presentations
Written Sales Proposals
a complete self-contained sales presentation on paper often accompanied by the verbal sales presentations before or after the proposal is delivered
Organized sales dialogue
also known as the organized sales presentation unlike a canned presentation and organized sales dialogue has high level of customer involvement
Organized Sales presentation
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
sales dialogue template
a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect
customer value proposition
a statement of how the sales offering will add value to the prospects business by meeting a need or providing an opportunity
Buying Motive
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
Rational Buying Motives
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
Emotional buying motives
Includes motives such as security status and need to be liked sometimes difficult for sales people to uncover these motives
Features
a quality or characteristic of a product or service that is designed to provide value to a buyer
Benefits
the added value or a favorable outcome derived from features of the product or service the seller offers
Nine components of sales dialogue
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
Check Back
Questions sales people use throughout a sales dialogue to generate feedback from the buyer
Verbal Support
the use of voice characteristics examples antidotes comparisons and analogies to make sales dialogue interesting and understandable
Voice Characteristics
the pitch and speed of speech which tells people should very to emphasize key points
LAARC
an acronym for listen acknowledge assess respond and confirm that describes an effective process for salespeople to follow to overcome sales resistance
Indirect Denial
I respond to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it
