Test 1 Flashcards
what characteristics does the effective sales person possess
- able to handle themselves in interview
- friendly personality
- have good attitude and is willing to work hard
- clean and near appearance
what are pros and cons of a career in professional sales?
pros: flexibility, high income, variety
cons: long hours, hard work
what is relationship selling
personal communication of information to persuade a prospective customer to buy something- a good, service, idea, or when an individual is purchasing a company
what motivates people to buy?
social: family influences, culture
psychological: motivation, learning
personal: income, age, gender
personality types that sales people deal with
thinking: people who like facts, supporting data and logical
intuitor: people with ideas, concepts and the bug picture.
feeler: small talk and uses emotional terms. “we’re excited about this”
sensor: to the point, action plans
social styles that a buyer may have
amiables: easy to make appointments, difficult to close the sales. friendly and people oriented.
drivers: result orientated, winning is important.
analyticals: appears cautious, need strong facts.
expressives: appearance is important, need approval and status
the communication process
source: the salesperson
encoding process: conversation of ideas and concepts into a sales presentation.
message: information conveyed in the sales presentation
decoding process: interpretation of message by the prospective buyer
receiver: the prospective buyer
feedback: reaction of the buyer
noise: factors that distort communication.
barriers to communication
- difference in perception
- buyer does not recognize a need for product.
- sales pressure
- information overload
non-verbal body language you might deal with
- physical space between buyer and seller
- appearance
- handshake
- body language
netiquette for sales professionals
- the subject line
- message body
- the signature
three different types of listening
- marginal: hears most of the words.
- evaluative: actively concentrates but does not interpret the full meaning
- active: tries to see the other person point.
evidence statement
credibility through:
- empathy
- listening
- enthusiasm
sources of sales person knowledge
social personal business hobbies family
what should you know about the company
- company growth + accomplishment
- policies and procedures
- product + service facilities
- mission statement
what should you know about your resellers ?
know as much as you can about each channel member
what is FABULOUS approach to selling
F- feature: any tangible or intangible characteristic of the product
A- advantage: a performance characteristic
B- benefit; what’s in it for me
what is shelf positioning
make your product more visible for consumers to identify and purchase
what is the difference between consumer sales promotion and trade sales promotion?
consumer sales promotion is samples, coupons congrats and demonstrations while trade sales promotion is special pricing, free mercy, incentives
define shelf facings
the number of individual products place beside each other on the shelf
social media applications available for sales people
- social networking
- blogging
- smartphone
- presentation technology
what are some caution signals ?
- leaning away
- puzzled look
- no expression
what should you try to do when presenting your product features?
describe the products so it answers the question “what is it?”
what are some disagreement signals?
- leaning away
- tense
- little eye contact
- arms over chest
what are some agreement signals?
- relaxed
- attentive listening
- leaning forward
- smiling
how important is the handshake?
it sets the professional mood, some people base person on the quality of the handshake
how to approach the handshake ?
- extend hand vertical
- firm but not too hard handshake
- about 2-3 seconds
how to be professional
- dress well
- look well put together (hair and makeup)
- polite and proper
what is personal space ?
an area 0.5 to 1.5 meters from stranger.
define empathy
the ability to understand another persons feelings, ideas.
what is the black box theory ?
the unobservable, internal process taking place within the mind of the prospect as he or she makes a decision wether or not to buy
what are some cell phone etiquette
- never text and drive
- don’t text in the wrong place (movies, dinner, meetings)
- keep texts simple.
- don’t send too early or late
- text proper grammar
