Selling

Question 1

______ selling is one of the ways of promoting services and products to potential, past, and current customers that requires sales agent-customer interaction.

Answer 1

Personal

Question 2

Personal selling is very _____-centric

Answer 2

customer

Question 3

What can be defined as a seller-customer exchange or transaction?

Answer 3

Sale

Question 4

What is the central concept behind making a sale?

Answer 4

it is necessary to build collaborative relationships with clients to bring about outcomes that are desirable to all parties

Question 5

What is the ultimate purpose of any marketing strategy?

Answer 5

increasing sales and revenue

Question 6

To facilitate the sale of PT services a marketing department chooses and implements means of what 4 things?

Answer 6

• Recruitment/retention of clients (selling services)
• Client compliance (selling the treatment plan)
• Utilization of additional organization services (selling more)
• Gain personal influence (selling ideas)

Question 7

What can be defined as the services provided by licensed professionals that meet customer needs and wants guided by the practitioner’s professional association and state licensure regulations?

Answer 7

Professional Service

Question 8

Personal Selling is a technique of _____ we sell something

Professional Service Sales is talking about ____ we are selling

Answer 8

HOW

WHAT

Question 9

What are 4 ways in which retail sales and PT sales differ?

Answer 9

• the properties of what is exchanged
• how clients are involved in the exchange
• marketing challenges
• levels of consumer protection

Question 10

What are a few marketing challenges PTs face?

Answer 10

Customers cannot experience PT prior to “buying” it. They must rely on word of mouth, testimonials, and out markers.

Question 11

The ideal therapist-client interaction is collaborative and built on _____.

Answer 11

trust

Question 12

What are 4 participant mindsets that are required for a successful collaboration/partnership?

Answer 12

• belief that combining efforts provides an opportunity to achieve or exceed goals
• willingness to trust each other
• commitment to working jointly toward goals
• expectation that there will be reciprocal learning

Question 13

What are 4 participant skills that are required for a successful collaboration/partnership?

Answer 13

• able to challenge one another
• able to negotiate and resolve disagreements
• able to create, negotiate for, and agree upon realistic expectations
• ale to recognize that change is needed and make adjustments

Question 14

What are the 5 general steps in a professional service selling encounter?

Answer 14

1) Opening: establish a working relationship
2) Explore and confirm client needs, goals, questions
3) Present treatment plan (solutions) that meet client needs then match those needs with appropriate services
4) Respond to objections: Reduce concerns with accurate information
5) Closing: ask client if they are ready to buy the service (consent for treatment and setting up follow up visits for POC)

Question 15

What are the 8 Integrated Relational Sales Concepts?

Answer 15

1) build relationship
2) collaborate
3) listen
4) question/clarify
5) educate
6) confirm understanding
7) agreement/informed consent
8) keep in touch

Question 16

Marketing to established patients cost 1/_ what it does to attract new patients

Answer 16

5th