Personal Selling

Front 1

A completely memeorized sales talk.

Back 1

Canned Presentation or Standard Memorized Pres.

Front 2

A prearranged presentation that usually includes a standard intro., answers, to common objections raised by customers and a standard method for getting the customer to place an order

Back 2

Outlined Presn.

Front 3

A written or oral presentation based on a detailed analysis of the customer's needs.

Back 3

Customized Presn.

Front 4

Reacting to different sales situations by changing their own sales behaviors is _____.

Back 4

Adaptive Selling

Front 5

A popular training program that companies use to help salespeople adapt their communication styles.

Back 5

Social Style Matrix

Front 6

Degree to which people have opinions about issues and publicly make their postiions clear to others is ______.

Back 6

Assertiveness

Front 7

Based on how emotional people tend to get in social stiuations.

Back 7

Responsiveness

Front 8

High on assertiveness and low on responsiveness.

Back 8

Drivers

Front 9

High on assertiveness and high on responsiveness.

Back 9

Expressives

Front 10

Low on assertiveness and high on responsiveness.

Back 10

Amiables

Front 11

Low on assertiveness and low on responsiveness.

Back 11

Analyticals

Front 12

The process of locating potential customers for a product or service.

Back 12

Prospecting

Front 13

A potential prospect that may or may not have what it takes to be a true prospect.

Back 13

Lead

Front 14

The process of determining whether a lead is a proper prospect.

Back 14

Qualify the Lead

Front 15

How turns themself from a lead to a prospect.

Back 15

The Lead

Front 16

Ability to pay includes what two things?

Back 16

Cash and Credit

Front 17

Have the authority to buy products and services on behalf of the delegating firm.

Back 17

System Intergrators

Front 18

Large customers or potential customers that are handled exclusively by coporate execs. are called ______.

Back 18

House Accounts

Front 19

Not the kind of referral a salesperons is hoping to get.

Back 19

Negative Referral

Front 20

The name of a lead provider is known as _________.

Back 20

Referred Lead

Front 21

The utilization of personal relationships by connected and cooperating individuals for the purpose of achieving goals.

Back 21

Networking

Front 22

The salesperon cultivates a relationship with well-known, influential people in the territory who are willing to supply the names of leads.

Back 22

Center-of-influence Method

Front 23

A small group of informal group of people in similar positions, often from several companies, who communicate regularly, both socially and professionally.

Back 23

Buying Community

Front 24

Is when you prefer to spend practically all your time analyzing the situation and finding information instead of making sales calls.

Back 24

Analysis Paralysis

Front 25

The actual goal salesperson hopes to achieve.

Back 25

Primary Call Objective

Front 26

A written statement that clearly states how purchasing your product or service can help add shareholder value.

Back 26

Value Proposition

Front 27

Sending a customer the important and useful pieces of information prior to the meeting.

Back 27

Seeding

Front 28

Online databases that include items like account data, competitor intelligence, and news about the company, the industry, and the economy.

Back 28

Sales Portals

Front 29

An objective must be ______ to be effective.

Back 29

specific

Front 30

Objectives must be

Back 30

Specific, Measurable, Achievable, Realistic, Time-based

Front 31

Buyers objectives are set based on what?

Back 31

The value the product or service adds.

Front 32

What is used to make the initial appointment?

Back 32

Phone

Front 33

He or she must be believable and reliable.

Back 33

Credibility

Front 34

A close, harmonious relationship founded on mutual trust.

Back 34

Rapport

Front 35

Shows all sides of the situation that is to be totally honest.

Back 35

Balanced Presentation

Front 36

Data gathering questions questions about background and current facts.

Back 36

Situation Questions

Front 37

Ask about specific difficulties, problems, or dissatisfactions the prospect has.

Back 37

Problem Questions

Front 38

Questions that logically follow one or more problem questions and are designes to help the prospect recognize the true ramifcations of the problem

Back 38

Implication Questions

Front 39

Salespeople ask questions about the usefulness of solving a problem.

Back 39

Need Payoff Questions

Front 40

Start by telling some benefit of the product.

Back 40

Benefit Opening

Front 41

Simply introduce yourself.

Back 41

Introduction Opening

Front 42

Tell about someone who referred you to the buyer.

Back 42

Referral Opening

Front 43

Start by complimenting the buyer or buyer's firm

Back 43

Compliment Opening

Front 44

Start the conversation with a question.

Back 44

Question Opening

Front 45

FEBA

Back 45

Features, Evidence, Benefits, Agreement

Front 46

A one or two page summary that provides the total cost the total savings, a brief description of the problem to be sovled and a brief description of the proposed solution.

Back 46

Executive Summary

Front 47

The length of time it takes for the invesment cash outflow to be returned in the form of cash inflows or savings.

Back 47

Payback Period

Front 48

Teh return a buyer would have earned from a different use of the same investment capital.

Back 48

Opportunity Cost

Front 49

The way in which your product will meet the prospect's needs and how that is different from the offerings of competitors.

Back 49

Value Proposition

Front 50

Statements written by satisfied users of a product or service.

Back 50

Testimonials