Term
| What are the 4 generalized communication styles? |
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Definition
- Reflective
- Emotive
- Director
- Supportive
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Term
| Explain the "Supportive" communication style: |
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Definition
Supportive:
- Gives the appearance of being quiet and reserved
- Listens attentively to others
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Term
| Explain the "Reflective" communication style: |
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Definition
Reflective:
- Controls emotional expression
- Displays a reference of orderliness
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Term
| Explain the "Directive" communication style: |
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Definition
Directive:
- Displays a serious attitude
- Likes to maintain control
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Term
| Explain the "Emotive" communication style: |
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Definition
Emotive:
- Appears quite active
- Expresses emotional opinion
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Term
| How should you behave when dealing with "Reflectives"? |
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Definition
- Be on time
- Ask specific questions
- Make deliberate proposals
- Never pressure him to make a quick decision
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Term
| How should you behave when dealing with "Emotives"? |
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Definition
- Be enthusiastic
- Support opinions
- Be a good listener
- Ask questions
- Avoid too many facts
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Term
| How should you behave when dealing with "Directives"? |
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Definition
- Be businesslike/persistent/confident
- Support goals
- Note responses
- Be organized
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Term
| How should you behave when dealing with "Supportives"? |
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Definition
- Be friendly and professional
- Build a relationship
- Understand their uncertainties
- Provide personal assurances
- Use patience
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Term
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Definition
- Altering sales behaviors during a customer interaction in order to improve communication
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Term
| What does it mean to be a product expert? |
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Definition
- Know more than just your company's products
- Build and win the customer's trust
- Salesperson possess product knowledge that exceeds customer expectations
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Term
| How do you deal with the need to compare products vis-a-vis with a competitor's during a sale situation? |
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Definition
- Be honest
- Be knowledgeable
- Don't degrade competitor
- Communicate benefits effectively
- Love your product
- Find your competitive advantages
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Term
What are the 8 steps in the buying process?
NIERPPPP |
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Definition
1) Need Recognition
2) Information Search
3) Evaluation of Solutions
4) Resolution of Problems
5) Purchase Decision - Go/No-Go
6) Purchase - How/Terms/Negotiations
7) Post-Purchase Details -Delivery/Installation
8) Post-Purchase Evaluation |
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Term
| What are the 6 steps in the selling process? |
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Definition
- Prospecting
- Qualifying
- Create Solution
- Negotiation
- Closing the Deal
- Post-Purchase Activities
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Term
HBR: Leveraging The Psychology of the Salesman
Based on this article, when dealing with ‘happy losers’ what are the things a sales manager must do to motivate the sales team? |
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Definition
- Show them you understand how hard it is to lose
- Find more/better ways for them to struggle
- Give them bigger projects with bigger losses
- Financial compensation
- Gold medal of rejection
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Term
| The best sources of prospecting come from... |
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Definition
| referrals from current customer base, family, friends, information brokers, directories, trade shows, etc. |
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Term
| What is an Information Broker? |
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Definition
| An individual that holds a key role in a social network by connecting disparate groups of people |
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Term
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Definition
Need? Willingness? Ability?...
to purchase |
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Term
| Opportunity Management Issues: |
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Definition
| Records, Stress, Time and Territory Management |
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Term
| John ______ states that an EXPERT has... |
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Definition
Storm, - Brainstorming Network
Experience
EXpertise
Passion
Excellence
Recognition
Transferability |
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Term
| 4 Steps in the Consultative Selling Process: |
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Definition
Need discovery
Selection of solution
Need satisfaction presentaiton
Servicing the sale |
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Term
| In order to discover REAL needs of customer, salesperson should: |
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Definition
- Use 2-way communication
- Negotiate vs. manipulate
- Emphasize service
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Term
| Ending the war between sales and marketing: Differ on... |
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Definition
Culture/Economics
Culture: Different types of people, different personalities, perception of work (MKT behind desk, sales in field), ill-aligned incentives for both departments
Economics: budget allocations, setting price, transaction price, promotion expenditure, product features |
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Term
What makes a good Salesman?
4 Reasons preselection methods are still failing: |
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Definition
Aptitude testing is difficult to do, measuring personality dynamics is harder than measuring mechanical abilities:
Tests are:
1) looking for interest, not ability:
Just because someone's interests align with current salesmen does not mean they themselves will be a good salesmen
2) fakable:
Applicant tells employer what they want to hear
3) favoring group conformity, not individual creativity:
tests screen out top salesmen because of their creativity.
4) isolating fractional traits instead of unveiling whole dynamics of man: lose sight of traits because of grouping of characteristics |
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Term
Making the Major Sale: Network associated with each step of selling process:
PM
QP
CI
CC |
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Definition
Prospecting: Marketplace
Qualifying: Prospect company
Create the solution: Intra-Company resources
Closing the Deal: Customer |
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Term
Social roles on buying team:
ID-IP-GU |
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Definition
Initiator
Decider
Influencer
Purchaser
Gatekeeper
User |
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Term
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Definition
1) Prospecting: Marketplace
2) Qualifying: Company
3) Create the solution: Intra-company
4) Closing the deal: Customer |
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