Term
| Standard (canned) memorized presentation |
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Definition
| completely memorized sales talk, provides complete and accurate info, limited effectiveness, can be delivered at a low cost by unskilled salespeople |
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Definition
| prearranged presentation that includes: standard into, Q&A; effective b/c its well organized |
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Definition
| based on detailed analysis of customer's needs, allows the salesperson to demonstrate empathy, provides opportunity to adapt, can be very costly and requires highly skilled ppl |
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Term
| adaptive selling and sales success |
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Definition
| the customized presentation illustrates adaptive selling, forces the salesperson to practice the marketing concept, salesppl should adapt to customer's desire for a specific type of relationship, gives salesppl the opportunity to use the most effective sales presentation for each customer |
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Definition
| product & co. knowledge (salesppl need to have lots of info about their products/services, co and competitors, knowledge about sales situations and customers |
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Term
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Definition
| top co. salesppl, feedback from sales managers, performance vs. diagnostic |
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Term
| other sources of knowledge |
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Definition
| web, co. manuals, sales meetings, etc |
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Term
| performance vs. diagnostic |
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Definition
getting feedback from sales managers-"did you achieve the goals you set for this call?"
provides info about what you're doing right or wrong-"lets talk about why you didn't achieve your goals" |
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Term
| retrieving knowledge from the knowledge mgmt system |
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Definition
| CRM, electronic sales partner |
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Term
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Definition
| popular training program that co.s use to help salespp adapt their comm styles, identify what type u are, adjust ur behavior to mirror or match ur customer |
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Definition
| the degree to which ppl have opinions about issues and make their positions clear to others; speak out; make strong statements |
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Definition
| rarely dominate a social situation, often keep their opinions to themselves |
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Definition
| based on how emotional people tend to get in social situations, readily express joy, anger, concerned w/ others, informal and causal in social situations |
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Definition
| devote more effort to control emotions, are cautious, intellectual, serious, formal and businesslike |
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Definition
| use a direct, businesslike, organized presentation with quick action and follow-up |
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Definition
| demonstrate how products will help the customer achieve personal status and recognition |
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Definition
| build a personal relationship |
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Definition
| use solid, tangible evidence |
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Term
| identifying customer's social styles |
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Definition
| concentrate on the customer's behavior and disregard how you feel about the behavior, avoid assuming that specific jobs or functions are associated with social style, test your assessments |
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Definition
| are much more effective than salespeople who do not adjust their sales presentation |
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Term
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Definition
| computer program that mimics a human expert. contains rules, decision & knowledge |
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