Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

professional selling > Test one > Flashcards

Test one Flashcards

1
Q

Who are the Toltics

A

Wise people from Southern Mexico

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

What are the four agreements of the Toltic Leaders?

A
  1. Use your words impeccably (truth, words not against self or others)
  2. do your best
  3. dont take yourself so seriously (other comments are only their perceptions.)
  4. dont make assumptions
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

All persons are involved in what?

A

Marketing

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

What has happened to the pay gap that exists between men and women?

A

Pay gap has diminished in the world of sales

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Define inside sales

A

aka customer service reps, those who perform selling activities within the company’s location

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Define outside sales

A

Those who perform selling activities outside of the company, travel to meet customers

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Define Missionary (detail) sales

A

do not sell directly to end user; instead this person attempts to generate goodwill and stimulate demand for the manufacturer’s products among channel members

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

define sales people

A

people who sell products or services

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

Technical Specialists

A

somebody who knows specific information about something, very versed in an area

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

Which is a faster growing industry, products or services?

A

services

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

Sales people focus on what things these days?

A

relationship building and the lifetime value of a customer

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

how is the value of a lifetime customer calculated?

A

Average sales per year multiplied by the average life expectancy of a person

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

Explain IMC

A

Integrated Marking Communication = multiple people working within a company but they deliver the same consistent message to customers. one voice.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Define self concept

A

the facts, opinions, beliefs, and perceptions you have about yourself.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Can a person’s self concept be changed?

A

yes, by setting goals, visualizing, rewarding yourself, positive thinking, body posture, etc.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

What is the universal facial expression?

A

Smiling = evokes trust

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

What does one wear in sales?

A

match prospective customers attire, yet one up them a little.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

B2B sales places the greatest emphasis on what?

A

Personal selling

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

Explain consultative selling

A

Emphasizes need identification, ask questions to identify needs. Consultant comes up with solutions for client.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

Define communication style bias

A

Disliking someone because of how they communicate. You must be able to flex and adapt to different styles

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

Somebody who is high in dominance likes to have what?

A

control

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

people high in sociability like to do what?

A

share emotions

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

Directive people are what?

A

High in dominance/ low in sociability

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

Emotive people are what?

A

High in sociability / high in dominance

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
25
Q

What does loop and stuffy refer too?

A

immaturity of the reflective type

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
26
Q

What is the strength/weakness paradox?

A

what may be your strength may become your weakness because you took it too far Ex. being dominant

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
27
Q

When should you clarify a word?

A

whenever a customer may not know what you mean Ex. saying the word successful

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
28
Q

Never give a presentation without knowing what?

A

your audience and their criteria for judging (saying yes)

29
Q

How does one omit fear in sales?

A

By not using quotas, ranking of people based on sales, or videotaping actual sales transactions

30
Q

What is channel capacity?

A

the volume of info a person can absorb in a certain amount of time

31
Q

What is the overall job of a salesperson?

A

to find the exact solution to meet the client’s needs

32
Q

What does EQ mean?

A

Emotional Quotient - the capacity for monitoring our own feelings and those of others, for motivating ourselves, and for managing emotions well in ourselves and in our relationships

33
Q

What does IQ mean?

A

Intelligence Quotient - intelligence rigor, a persons ability to reason

34
Q

Plato said the beginning of wisdom is definition of terms. Apply this to selling.

A

It means to clarify your meaning. Always make sure your true meaning with your words comes out accurately

35
Q

Explain the differentiated approach

A

consists of different markets and mixes

36
Q

Explain the concentrated approach

A

consists of one-market-one-mix (used in niche markets)

37
Q

Explain a proper handshake

A
  1. both participants standing
  2. look into triangle formed by persons eyes and nose
  3. Smile
  4. grasp others hand firmly and deeply interlock hands
  5. do not pump up and down more than twice
  6. dry hands
38
Q

One should never do what in sales?

A

Guess or assume

39
Q

Explain the 80/20 principle

A

80% of sales comes from 20% of sales team

40
Q

what percentage of understanding comes from words?

A

7%

41
Q

How is a majority of your message communicated to somebody

A

through volume, speed, facial expressions, clothing

42
Q

Define value added selling

A

a series of creative improvements within the sales process that enhance the customer experience

43
Q

Mahan Khlas, selling guru, says to check your ego at the door. why?

A

your ego will attempt to get you to fulfill your needs. If you have a lot of ego, people will think your only in it for yourself and not them

44
Q

Mahan says what is more important than sales technique?

A

intent

45
Q

what are the three prescriptions for developing a personal selling philosophy?

A
  1. adopt the marketing concept
  2. value personal selling
  3. be a problem solver
46
Q

What is the basis of the marketing concept?

A

To make a profit while satisfying the needs of the customer

47
Q

What is meant by valuing personal selling?

A

interacting directly with customers

48
Q

How would we know what sort of promotional values a company holds?

A

by seeing where a company puts its money.

49
Q

How to italians greet

A

air kisses, left to right

50
Q

how do people from India greet

A

nomaste, hands in praying position

51
Q

Who dominate in Sudan

A

Males, dont ask about wives

52
Q

What should be done prior to a Trade Show

A

Arrive early, set up in high traffic areas, expose yourself, have attention getters

53
Q

What should be done after trade shows

A

upload leads to CRM and/or LinkedIn

54
Q

What are the five strategic steps of the strategic consultative selling model?

A
  1. Develop personal selling philosophy
  2. Develop a relationship strategy
  3. develop a product strategy
  4. develop a customer strategy
  5. develop a presentation strategy
55
Q

How do you develop the personal selling philosophy?

A
  1. adopt marketing concept
  2. Value personal selling
  3. be a problem solver/partner
56
Q

How is the relationship strategy developed

A
  1. adopt a win-win philosophy
  2. project a professional image
  3. maintain high ethical standards
57
Q

How is a product strategy developed?

A
  1. become a product expert
  2. Sell benefits
  3. configure value-added solutions
58
Q

How is a customer strategy developed?

A
  1. develop an understanding of the customer’s buying process
  2. Understand buyer behavior
  3. Develop a prospect base
59
Q

How is the presentation strategy developed?

A
  1. preparing the sales presentation objectives
  2. preparing a presentation plan that is needed to meet these objectives
  3. renewing one’s commitment to provide outstanding customer service
60
Q

What is the general background of business ethics

A

principals and morals to make correct judgements and decisions

61
Q

What should not be included in the CRM

A

confidentiality is paramount - opinions and private info should not be put into the CRM

62
Q

Is reciprocity illegal?

A

No - it is frowned upon by the justice department and should not be used to manipulate or coerce clients

63
Q

What is slander?

A

spoken false statement damaging one’s reputation

64
Q

what is libel?

A

written false statement damaging one’s reputation

65
Q

Values influence what?

A

attitudes

66
Q

what do attitudes influence?

A

behaviors

67
Q

what is essential in consultative selling?

A

trust between the sales person and the client

68
Q

Who are the buying influencers?

A

committees, purchasing agents, workers, accounting people, operations, sales team for the client’s company, CEOs

professional selling (3 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions