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18 Cards in this Set
- Front
- Back
When a salesperson prefers to spend practically all his or her time analyzing the situation and gathering information instead of making sales calls.
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Analysis Paralysis
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Buyer's subordinates who plan and schedule interviews for their superiors; also called screens
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Barriers
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The way in which a salesperson's product or service will meet the prospect's need and how that is different from the offerings of competitors, especially the next-best-alternative.
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Customer Value Proposition
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The person in the organization who is most likely to perceive problems and dissatisfactions; leads to the focus of power
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Focus of Dissatisfaction
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There person in the organization who can approve, prevent, or influence action.
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Focus of Power
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The person in the organization who will listen receptively and provide a seller with valuable information; leads to the focus of dissatisfaction.
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Focus of Receptivity
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Individuals in the buyer's organization who carry great influence and are opposed to the salesperson's product or service.
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Influential Adversaries
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The minimum that a salesperson hopes to accomplish in an upcoming sales call
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Minimum Call Objective
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The most optimistic outcome the salesperson thinks could occur in a given sales call.
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Optimistic Call Objective
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Actual goal the salesperson hopes to achieve in an upcoming sales call.
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Primary Call Objective
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Online databases that include in one place many sources of information that the salesperson might need. Include items such as account data, competitor intelligence, and news about the industry, the company, and the economy.
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Sales Portals
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Same as Barriers
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Screens
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Goals a salesperson hopes to achieve during a sales call that have somewhat less priority than the primary call objective
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Secondary Call Objectives
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Sending the customer important and useful items or information prior to the meeting
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Seeding
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A team that consists of all people in the selling organization who participate in a selling opportunity.
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Selling Center
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Meetings in which people are not physically present in one location but are connected via voice and video.
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Videoconferencing
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Videoconferencing in which the meeting is broadcast over the internet
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Virtual Sales Call
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Videoconferencing in which the meeting is broadcast over the internet
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Webcasting
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