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27 Cards in this Set
- Front
- Back
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True or False The sales plan is a key tool in sales management |
True |
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True or False Closing the sale means getting the prospect to agree with the objectives of the sales call |
True |
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True or False Every situation at the point-of-purchase provides Truean opportunity for inside sales |
True |
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True or False Supervising and controlling salespeople tends to be more difficult than for other categories of employees |
True |
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True or False Good salespersons will succeed no matter what industrial environment they are in or in which category of personal selling are involved |
False |
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True or False Smaller, more localized hospitality and travel business tend to limit their sales activities to inside sales |
True |
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The three categories of personal selling are: |
Inside, field, and telephone |
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Using this closing strategy, the sales representative asks questions that either determine the prospect's intention to purchase or help the prospect make a final decisionTr |
Trial close |
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Another name for oral conversations, either by telephone or face-to-face, between salespersons and prospective customers is |
Personal selling |
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Developing the pre-approach and approach are the two stages in this step of the sales process |
Preplanning prior to sales call |
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Statement that reflect the required characteristics of a successful salesperson |
Success usually is based on a combination of sales, aptitude, sales skills, and personal characteristics |
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3 categories of personal selling |
Field sales |
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3 categories of personal selling |
Telephone sales |
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3 categories of personal selling |
Inside sales |
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Field sales |
External selling, often referred to sales calls |
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Telephone sales |
Telemarketing, efficient way of prospecting and qualifying sales prospects |
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Inside sales |
Internal selling, upselling |
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5 strategies of personal selling |
Stimulus response or canned sales presentations |
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5 strategies of personal selling |
Mental states strategy |
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5 strategies of personal selling |
Formula selling |
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5 strategies of personal selling |
Need-satisfaction approach |
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5 strategies of personal selling |
Problem solving approach |
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Stimulus response or canned sales presentation |
Most used in inside sales or telephone sales |
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Mental states strategy |
They assume customers must go through sequential mental states before making a purchase |
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Formula selling |
They are sales presentation designed to move the customer through the buying stages |
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Need-satisfaction approach |
A customized sales presentation specific to the client's needs and then tries to offer a solution that satisfies those needs |
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Problem solving approach |
A customized approach in which salespersons is viewed as an expert and serves as a consultant to the customer |
