Professional Selling Test 3 Set 2

Front 1

as salespeople move through a presentation, they must take the pulse of the situation.

Back 1

trial close.

Front 2

When we hear what we want to hear

Back 2

selective perception

Front 3

how and what you do in one thing changes a person's perceptions about other things you do

Back 3

halo efect

Front 4

shows all sides of the situation that is, to be totally honest

Back 4

balanced presentation

Front 5

appealing ot more than one sense

Back 5

multiple sense appeals

Front 6

on average, people immediately forget -----% of what they hear; after 48 hours they have forgotton ----- of the message

Back 6

50%, 75%

Front 7

net profits (or savings)/investment

Back 7

ROI

Front 8

=investment/savings (or profits) per year

Back 8

payback period

Front 9

the simplest method of quantifying the solution is to list the costs to the buyer and the savings the buyer can expect from the investment

Back 9

cost benefit analysis

Front 10

A document issued by a prospective buyer asking for a proposal

Back 10

request for proposal (RFP)
Also request for quote and request for bid

Front 11

Request for proposals are used when the customer has a ----- ---- of the product needed. from the salespersons perspective, being a partt of the specifying process makes snes. using the --- --- ---, the sales person can assist the customer in identifying ----- and specifying product charactersitics

Back 11

firm idea, needs identification process, needs

Front 12

simply the net value today of future cash inflows minus the investment. This is what it is worth to you today.

Back 12

net present value

Front 13

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

Back 13

opportunity cost

Front 14

What are the different type of inventory management systems?

Back 14

Efficient consumer response, quick response, automatic replenishment, and just in time. They ultimately save you money.

Front 15

a computer to computer transmission of data from a reseller, such as walmart, to vendors such as american flag co. and back.

Back 15

electronic data interchange

Front 16

Characteristics of a strong presentation

Back 16

keeps the buyer's attention, improves the buyer's understanding, helps the buyer remember what was said, offers proof of the salespersons assertions, creates a sense of value

Front 17

Compelling, exciting, cover all info, minimize words on slide.

Back 17

elements of presentation that makes them good

Front 18

great story tellers use ----- --- and -----

Back 18

word pictures and hooks

Front 19

one of the most effective methods of appealing to the buyer's sense is through

Back 19

product demonstrations

Front 20

We learn through

Back 20

sight 82%, smell 4%, taste 1%, touch 2%, hearing 11%

Front 21

we reatain ---- of what we hear

Back 21

20%

Front 22

we retain ---- of what we see and hear

Back 22

50%