Scribd
Upload
114 views4 pages

Sales Guide

Uploaded by

kasc100
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
114 views4 pages

Sales Guide

Uploaded by

kasc100
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
You are on page 1/ 4

Sales Exam 1

 What is personal selling?


Personal selling is an important part of marketing that relies heavily on interpersonal
interactions between buyers and sellers to initiate, develop, and enhance customer
relationships.

 Unlike traditional selling, trust-based relationship selling is a strategy that focuses on


meeting customer needs.

 Stimulus response selling is an approach to selling where the key idea is that various
stimuli can elicit predictable responses from customers.

 Mental states selling is an approach to personal selling that assumes that the buying
process for most buyers is essentially identical and that buyers can be led through
certain intellectual steps in the buying process.

 Salespeople can instill a desire for a product in a buyer by – building a sense of urgency

 In the context of mental states selling, salespeople can stimulate a buyer into action or
persuade the buyer to make a product purchase by – making multiple attempts to close
the sale of the product.
 To be successful in problem-solving selling, salespeople must be able to get the buyer to
agree that a complication exists and resolving it is worth the time and effort required

 Strategic Orchestrator – refers to the role a salesperson plays in consultative selling


when he/she arranges the use of the sales organization’s resources in an effort to satisfy
a customer.

 Assessing the situation of prospective customers, is an essential part of initiating


customer relationships in a trust-based sales process.

 Characteristics of sales as a career: job variety, good compensation, and independence.

 Support salespeople fall under the detailers category.

 Missionary salespeople form a category of sales support personnel who usually work
for a manufacturer but might also work for brokers and manufacturing representatives,
especially in the grocery industry.

 Order-getters are salespeople who actively seek orders, usually in a highly competitive
environment.

 Order-takers are salespeople who specialize in maintaining current business.


 Inside-sales personnel are nonretail salespeople who remain in their employer’s place
of business while dealing with customers.

 Initiative refers to being willing to take on responsibilities and challenges.

 Trust is defined as the extent of a buyer’s confidence in the salesperson’s integrity

 Trust is an important factor in today’s competitive marketplace because long-term


buyer-seller relationships are evolving as the preferred form of doing business.

 Unlike traditional selling methods – today’s contemporary selling process is embedded


within the relationship marketing paradigm

 Young salespeople can shadow more experienced salespeople to learn what it takes to
be successful

 It is important for salespeople to have sound industry and company knowledge because
many buyers are too busy to stay informed

 Salespeople. Should be familiar with their own company’s operation and policies
because such knowledge helps them in inspiring the trust of buyers.

 The fastest way for a salesperson to win the respect of a buyer is to be perceived as
being an expert.

 It is important for salespeople to have complete understanding of their company’s


pricing policies because they are often responsible for quoting prices and offering
discounts.

 Sales and Marketing Executives International has been concerned with the image of
salespeople and has developed a code of ethics as a set of principles that outlines the
minimum requirements for professional conduct.

 The term express warranty refers to how a salesperson can create product liabilities by
giving a product assurance that obligates the selling organization even if the salesperson
does not intent to give the assurance.

 Defrauding is illegal in sales

 Salespeople must understand their buyers and respond to their specific needs, wants,
and expectations.

 Business buyers tend to be larger in size as compared to consumer buyers


 Derived demand denotes that demand in business markets is closely associated the
demand for consumer goods.

 In the context of business markets, the increased interdependence between buyers and
sellers and the desire to reduce risk of the unknown has led to – an emphasis on the
development of long-term buyer-seller relationships

 First step in a business buyer

 Situational needs are the specific needs that are contingent on, and often result,
conditions related to the specific environment, time, and place.

 Social needs – the need for acceptance from and association with others

 The multi-attribute model is a procedure for evaluating suppliers and products that
incorporates weighted averages across desired characteristics.

 When applying this model of evaluation buyers account for the relative importance
of each characteristic of a product or supplier
 Weighted averages for performance times Importance, add overall evaluation score
and compare

 If a buyer is assessing his/her experience with a product purchase based on the


product’s ability to respond to requests, the buyer is assessing the product on the basis
of a psychological attribute

 Straight rebuy decisions occur when there is long-term purchase agreement.

 New task decision occurs when the buyer is purchasing a product or service for the first
time.

 A modified rebuy decision occurs when a buyer wishes to consider new suppliers for
current purchase needs or new products that existing suppliers offer.

 When selling to expressives, salespeople should be relationship-oriented and fast-


paced.

 When selling to analyticals, salespeople should be task-oriented and slow-paced.

 Initiators are individuals within an organization who realize that the acquisition of a
product might solve an organizational need or problem while making purchase
decisions.

You might also like

pFad - Phonifier reborn

Pfad - The Proxy pFad of © 2024 Garber Painting. All rights reserved.

Note: This service is not intended for secure transactions such as banking, social media, email, or purchasing. Use at your own risk. We assume no liability whatsoever for broken pages.


Alternative Proxies:

Alternative Proxy

pFad Proxy

pFad v3 Proxy

pFad v4 Proxy