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26 Cards in this Set
- Front
- Back
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Trial closes |
Questions regarding the prospects readiness to buy in confirmation of perceived benefits |
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What is balance sheet method of commitment |
Listing pros and cons |
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Minor point closing method is |
Inferring something if you were to purchase this |
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What is Target position |
What a company hopes to achieve at the negotiation session |
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What is opening position |
Initial proposal |
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What is low-balling |
Occurs when one party intentionally underestimates or understates a cost |
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Browbeating |
Attempt to alter the selling teams enthusiasm and self-respect |
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Negotiation jiu jitsu |
Salesperson steps away from the opponents attack |
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What is concession |
a thing that is granted, especially in response to demands; a thing conceded. |
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What is lifetime value |
Revenue - expenses |
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What are the stages of partnerships |
Awareness, exploration, expansion, commitment, dissolution AEECD |
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What is a electronic data interchange |
Automatic placement of orders by having one's computer talk to customers computers |
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What is full line selling |
Selling the entire line of associated products |
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What is corporate culture |
Values and beliefs held by Senior Management |
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What is scope of change |
Degree to which the changes affect the organization |
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What are champions |
Work for the buying firm in areas affected by proposed change |
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What is compliancy |
Assuming that the business is yours and will always be yours |
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What are the stages of self-management process |
Set sales goals, design sales strategy and allocate resources, implement time and territory strategy, evaluate performance |
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What are the three types of goals |
Performance, activity, and conversion goals |
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What is sales call allocation grid |
Classifies accounts on the basis of the company's competitive position with an account along with the account sales potential. |
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What is share of wallet |
Similar to customer sure but for an individual customer |
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What is pipeline analysis |
Process for identifying in managing sales opportunities |
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What is conversion ratio |
Number of sales per call |
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What is conventional resume |
Form of life history, organized by experience |
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What is functional resume |
Portrays what the candidate can do or has learned |
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What is KSA's |
Knowledge, skills, and abilities |
