Term
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Definition
| the buyer's time is valuable, the seller's time is valuable, planning must fit into the salesperson's goal for the account (some accounts have a greater strategic importance and require more planning |
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Term
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Definition
| 1.gathering info about the prospect and firm, 2. setting objectives for the call, 3. making an appointment |
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Term
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Definition
| the more info about prospects, the higher the probability of meeting needs and developing long-term relationship, costs involved in collecting info, reduce embarrassing situations, info gathering not usually quick and easy |
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Term
| the prospect/customer as an individual |
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Definition
| personal, attitudes, relationships, evaluation of product/services, CSFs |
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Term
| the prospect's/customer's organization |
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Definition
| demographics, prospect's customers, prospect's competitors, historical buying patterns, current buying situations, policies and procedures |
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Term
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Definition
| resources w/in your co., the internet, secretaries and receptionists, noncompeting salespeople, traditional secondary sources, the prospect |
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Term
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Definition
| review what has been learned from precall info gathering, understand what relationship the firm wished to have w/ the prospect |
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Term
| call objectives should be developed while taking into account |
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Definition
| the firm's goals, the sales team's goals, the salesperson's goals |
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Term
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Definition
| specific, realistic, measurable |
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Term
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Definition
| the actual goal the salesperson hopes to achieve |
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Term
| optimistic call objective |
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Definition
| the most optimistic outcome the salesperson thinks could occur |
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Term
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Definition
| the min a salesperson hopes to achieve |
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Term
| secondary call objectives |
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Definition
| remaining objectives after the primary objective |
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Term
| what buyers look for to increase value |
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Definition
| on-time delivery, competitive pricing, proper packaging, tech support, etc |
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Term
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Definition
| 1. the right person, 2. the right time, 3. the right place |
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Term
| cultivate relationships w/ subordinates |
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Definition
| work "through the screen", go "over the screen", go "under the screen, bypass the screen, personalize mail |
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Term
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Definition
| most often used to make the initial appt, gaol is to set the appt, salespeople need to anticipate objections and how to respond |
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Term
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Definition
| plan how to make a good impression, how to further uncover the customer's needs and strengthen the presentation, to answer anticipated questions and concerns, practice, seeding |
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