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7 Cards in this Set
- Front
- Back
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What are the selling achievements?
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Sales
Customer Satisfaction Customer Loyalty Sales Orientation Customer Orientation Partnership Orientation |
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The paper distributors case mostly showed...
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The difference between choosing a salesman with ego vs. empathy
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If a salesman has empathy, then what is the difference about his approach?
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Closing skills are not as important
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What are goals and purposes and how do they relate to salesforce management?
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Purpose- long term view. Goal- short term objective. Purpose promotes ethical action, goals permit unethical behavior
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What other benefits are there to purpose?
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Having a purpose enables not just sales but also customer satisfaction and relationship building. It may also build positive word of mouth.
A good salesperson gives trust and service |
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What are some other points that one can ascertain from the one minute salesperson?
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Work should be fun if done right. Illustratively, ego without empathy can make work stressful, with empathy it should be more enjoyable.
Concern about being able to overcome customer objections to successfully close a sale, paradoxically, may lead to an inability to overcome these objections. Imagining a story that ends in a good outcome, not really preparing for the objections, is fare more likely to lead to skilled management of customer objections and concerns. More broadly said, optimism is preferable to defensive pessimism. Blaming bad behavior rather than bad character, either oneself as a salesperson or as a manager, enables correction much more readily. |
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What lessons can be learned from the at&t case?
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relationship building is key. Conflict can lead to poor relationships which can lead to a loss of sales, even if the relationship has existed for an extended period of time.
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