Brainscape's Knowledge GenomeTM

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


See full index

professional selling > test two > Flashcards

test two Flashcards

1
Q

parts of written proposal?

A

budget, objective, strategy, and rationale

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

face-to-face is better than written proposals because?

A

face-to-face allows for feedback

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

Organizational culture references?

A

beliefs, behaviors, work patterns held in common of a specific firm

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

what is a bridging statement

A

include a feature and a benefit. Stove has auto-off so your house will not burn down.

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

what is a general benefit/feature

A

something that the buyer hasnt voiced, yet, it is important and expected

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

what is meant by product configuration?

A

the solution to the problem

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

what are the rules for writing sales letters?

A

must have.. 1. Return address 2. date 3. inside address 4. proper greeting 5. block style writing 6. closing 7. signature block

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

what can help quantify solutions

A

cost benefit analysis, ROI

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

how does one become a product expert?

A

by knowing the product development and quality improvement processes, the performance data and specifications, the maintenance and service contracts, and price and delivery

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

define segmentation

A

searching for a subset of a larger, unsatisfied market

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

define differentiation

A

(market segmentation doesnt change) change product, place, price, or promotion

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

five service-quality dimensions

A

empathy, assurance, responsiveness, reliability, and tangibles

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

what are the discounts taken from list?

A

cumulative, non-cumulative, seasonal, and trade/functional

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

what is the robinson patman act?

A

things are sold and discounted proportionately (think retail)

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

what is the generic product

A

the basic, substantive product (bare bones)

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

what is the expected product

A

everything that represents the customer’s minimal expectations

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

what is the value-added product

A

exists when salespeople offer customers more than they expect

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

what is the potential product

A

refers to what may remain to be done. Seeing customer needs before they become reality

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

what is the buyer resolution theory?

A

based upon the assumption that a final buying decision is possible only after 5 logical questions.

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

what are the buyer resolution theory questions?

A

why, what, where should i buy? what is a fair price? when should i buy?

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

what is system selling?

A

team to team selling and saves time compared to having to search out sellers of components for the system

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

define selective retention

A

i only remember what i want to

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

define selective exposure

A

i may not hear everything you tell me

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

define selective distortion

A

i hear what you say, but it conflicts with my beliefs

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

explain culture, social class, reference groups, etc. as it applies to buying behavior

A

know these social classes so that you are able to talk to them

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

what is the Asche Phenomena

A

it explains the group’s impact on the individual behavior

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

explain Abraham Maslow’s hierarchy of needs

A

basic human needs are arranged according to their strength. physiological needs, security needs, social needs, esteem needs, self-actualization

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

define physiological needs

A

primary needs; food, water, sleep, shelter

29
Q

define security needs

A

desire to be free from danger and uncertainty

30
Q

define social needs

A

the need to belong, desire for identification and approval

31
Q

define esteem needs

A

desire to feel worthy in the eyes of others

32
Q

define self-actualization

A

self-fulfillment

33
Q

how much of a company’s customer base is lost each year?

A

15-20%

34
Q

define balanced funnel

A

enable salespeople to know how many prospects and how much revenue is needed at each stage in the sales process to meet quotas

35
Q

define pipeline dashboard

A

at-a-glance visualizations that define, monitor, and analyze the relationships existing in the pipeline or sales funnel

36
Q

define sales funnel

A

classifies prospects according to where they are in the sales process

37
Q

Germans are…

A

punctual in business settings. Keep in mind all cultural differences so you don’t lose a sale due to differences.

38
Q

define black box

A

stimulus response

39
Q

define economic man

A

motivated by price

40
Q

define fruedian theory

A

pulling at feelings

41
Q

what is most powerful in b2b sales

A

personal selling

42
Q

what are the five components of promotion

A

advertising, personal selling, sales promotion, public relations, direct marketing

43
Q

define advertising

A

non-personal promotion, promote ideas, goods, and services

44
Q

define sales promotion

A

value adding activities designed to stimulate want

45
Q

define public relations

A

corporate activities designed to promote goodwill

46
Q

define price skimming

A

high price during introduction to recoup things such as R&D

47
Q

define penetration pricing

A

low price, get it into people’s hands

48
Q

define hard evidence

A

actual numbers that are presented by the client

49
Q

define soft evidence

A

may be a rating from 1-10

50
Q

why is hard/soft evidence a necessity?

A

these are needed so that you can reference the severity or the need for a customer to seek out a solution to a problem and to aid in your sale.

51
Q

what is truth in lending?

A

the amount given, the payment terms, the interest scale, etc. needs to be plainly explained.

52
Q

when should leading questions be used?

A

if the client doesn’t agree with you on impact

53
Q

what is Girard’s Ferris wheel?

A

a concept aimed at supplying an ongoing list of prospects

54
Q

why should one use Girard’s Ferris wheel

A

it should be used because you want to see a continuous number of potential prospects board the Ferris wheel because they are the source of sales opportunities.

55
Q

what is meant by the criteria for judgment?

A

what do you have to hear, see and experience

56
Q

what is meant by “getting off the solution”

A

Solutions have no inherit value, find out what problems need solved. Perfect lawnmowers suck on gravel and sandy places

57
Q

explain how to do a structured conversation

A

handshake, appreciation of time, social, approach, decision makers, get a list of issues, make sure list is complete, which issues are most important, go into depth find hard/soft evidence, prioritize and summarize

58
Q

what are the 4 “w”s of evidence of a problem

A

what, when, where, who

59
Q

where do ethics come from?

A

trade associations, company codes of ethics, personal codes of ethics

60
Q

American ethics?

A

are higher than other countries codes of ethics

61
Q

define slander

A

spoken false statement that hurts ones reputation

62
Q

define libel

A

written false statement that hurts ones reputation

63
Q

values influence…

A

attitudes

64
Q

attitudes influence..

A

behaviors

65
Q

where should trust be placed in consultative selling

A

between the sales person and the client

66
Q

product life cycle contains…

A

intro, growth, maturity, decline

67
Q

profits peak during…

A

growth stage

68
Q

Sales peak and extension strategies occur in

A

maturity stage

professional selling (3 decks)

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