Test one Flashcards

1
Q

Who are the Toltics

A

Wise people from Southern Mexico

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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
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3
Q

All persons are involved in what?

A

Marketing

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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

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5
Q

Define inside sales

A

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

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6
Q

Define outside sales

A

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

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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

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8
Q

define sales people

A

people who sell products or services

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9
Q

Technical Specialists

A

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

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10
Q

Which is a faster growing industry, products or services?

A

services

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11
Q

Sales people focus on what things these days?

A

relationship building and the lifetime value of a customer

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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

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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.

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14
Q

Define self concept

A

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

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15
Q

Can a person’s self concept be changed?

A

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

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16
Q

What is the universal facial expression?

A

Smiling = evokes trust

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17
Q

What does one wear in sales?

A

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

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18
Q

B2B sales places the greatest emphasis on what?

A

Personal selling

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19
Q

Explain consultative selling

A

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

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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

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21
Q

Somebody who is high in dominance likes to have what?

A

control

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22
Q

people high in sociability like to do what?

A

share emotions

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23
Q

Directive people are what?

A

High in dominance/ low in sociability

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24
Q

Emotive people are what?

A

High in sociability / high in dominance

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25
What does loop and stuffy refer too?
immaturity of the reflective type
26
What is the strength/weakness paradox?
what may be your strength may become your weakness because you took it too far Ex. being dominant
27
When should you clarify a word?
whenever a customer may not know what you mean Ex. saying the word successful
28
Never give a presentation without knowing what?
your audience and their criteria for judging (saying yes)
29
How does one omit fear in sales?
By not using quotas, ranking of people based on sales, or videotaping actual sales transactions
30
What is channel capacity?
the volume of info a person can absorb in a certain amount of time
31
What is the overall job of a salesperson?
to find the exact solution to meet the client's needs
32
What does EQ mean?
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
What does IQ mean?
Intelligence Quotient - intelligence rigor, a persons ability to reason
34
Plato said the beginning of wisdom is definition of terms. Apply this to selling.
It means to clarify your meaning. Always make sure your true meaning with your words comes out accurately
35
Explain the differentiated approach
consists of different markets and mixes
36
Explain the concentrated approach
consists of one-market-one-mix (used in niche markets)
37
Explain a proper handshake
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
One should never do what in sales?
Guess or assume
39
Explain the 80/20 principle
80% of sales comes from 20% of sales team
40
what percentage of understanding comes from words?
7%
41
How is a majority of your message communicated to somebody
through volume, speed, facial expressions, clothing
42
Define value added selling
a series of creative improvements within the sales process that enhance the customer experience
43
Mahan Khlas, selling guru, says to check your ego at the door. why?
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
Mahan says what is more important than sales technique?
intent
45
what are the three prescriptions for developing a personal selling philosophy?
1. adopt the marketing concept 2. value personal selling 3. be a problem solver
46
What is the basis of the marketing concept?
To make a profit while satisfying the needs of the customer
47
What is meant by valuing personal selling?
interacting directly with customers
48
How would we know what sort of promotional values a company holds?
by seeing where a company puts its money.
49
How to italians greet
air kisses, left to right
50
how do people from India greet
nomaste, hands in praying position
51
Who dominate in Sudan
Males, dont ask about wives
52
What should be done prior to a Trade Show
Arrive early, set up in high traffic areas, expose yourself, have attention getters
53
What should be done after trade shows
upload leads to CRM and/or LinkedIn
54
What are the five strategic steps of the strategic consultative selling model?
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
How do you develop the personal selling philosophy?
1. adopt marketing concept 2. Value personal selling 3. be a problem solver/partner
56
How is the relationship strategy developed
1. adopt a win-win philosophy 2. project a professional image 3. maintain high ethical standards
57
How is a product strategy developed?
1. become a product expert 2. Sell benefits 3. configure value-added solutions
58
How is a customer strategy developed?
1. develop an understanding of the customer's buying process 2. Understand buyer behavior 3. Develop a prospect base
59
How is the presentation strategy developed?
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
What is the general background of business ethics
principals and morals to make correct judgements and decisions
61
What should not be included in the CRM
confidentiality is paramount - opinions and private info should not be put into the CRM
62
Is reciprocity illegal?
No - it is frowned upon by the justice department and should not be used to manipulate or coerce clients
63
What is slander?
spoken false statement damaging one's reputation
64
what is libel?
written false statement damaging one's reputation
65
Values influence what?
attitudes
66
what do attitudes influence?
behaviors
67
what is essential in consultative selling?
trust between the sales person and the client
68
Who are the buying influencers?
committees, purchasing agents, workers, accounting people, operations, sales team for the client's company, CEOs