Topic 6: Planning Sales Dialogues and Presentations Flashcards

1
Q

customer focused sales dialogue (3)

A
  • initiating customer relationships
  • developing customer relationships
  • enhancing customer relationships
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2
Q

type of sales communications (3)`

A
  1. canned presentations
  2. written sales proposals
  3. organized sales dialogues and presentations
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3
Q

canned presentations (2)

A
  • include scripted sales calls, memorized, and automated presentations
  • does not vary from buyer to buyer
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4
Q

written sales proposals (2)

A
  • the proposal is completely self-contained sales presentation
  • accompanies by sales calls before and after
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5
Q

organized sales dialogues and presentations (2)

A
  • address individual customer and different selling situations
  • allow flexibility to adapt to buyer feedback
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6
Q

Components of a Written Proposal (5)

A
  • executive summary
  • customer needs & proposed solutions
  • seller profile
  • pricing & sales agreement
  • suggested action & time table
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7
Q

Evaluating Sales Proposal (5)

A
  1. reliability
  2. assurance
  3. tangibles
  4. empathy
  5. responsiveness
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8
Q

customer value proposition

A

: A statement of how the sales offering will add value to the prospect’s business by meeting a need or providing an opportunity

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9
Q

buying motives rational

A

relates to the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller’s offering as perceived by the customer

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10
Q

buying motives emotional

A
  • motives such as security, status, and need to be liked
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11
Q

feature

A

a quality or characteristic of a product or service that is designed to provide value to a buyer

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12
Q

benefit

A

the added value or favourable outcome derived from features of the product or service seller offers

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