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16 Cards in this Set
- Front
- Back
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personal selling process
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prospecting, preapproach, approach, presentation, close, and follow up
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stimuluas response presentation
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given the approp stimulus, the prospect will buy; suggestive selling
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formula selling presentation
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step by step; canned sales presentation
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need satisfaction presentation
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id needs and interests and tailor presentation
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consultive selling
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focuses on problem id, where the salesperson serves as an expert on problem recog and resolution
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objections
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acknowledge and convert, postpone, agree and neutralize, accept, denial, ignore
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trial close
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ask consumer to make decision about aspect of the purchase
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assumptive close
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ask prospect to consider choices under assumption sale has been finalized
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urgency close
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commit prospect quickly; emph timeliness
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sales plan
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set objectives, organize sales force, develoop acct mgmt policies
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customer organization
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diff types of buyers have diff needs; higher admin costs and duplication of selling effort
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major/key acct mgmt
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using team selling to focus on impt cusotmers so as to build mut beneficial, LT coop relationships
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product organization
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specific knowledge req to sell certain types of products
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geographical org
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min travel time, exp, duplication of selling effort
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workload method
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size of salesforce depends on #customers, call freq and length, and available selling time
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emoitional intelligence
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ability to understand one's own emotions and the emotions of pple with whom one interacts on a daily basis.
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