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CSR 331 Ch 6
Test 2
16
Marketing
Undergraduate 3
03/28/2010

Additional Marketing Flashcards

 


 

Cards

Term
What four categories of benefits does VAS apply to?
Definition
product, relationship, company and salesperson benefits
Term
What goes beyond FAB and presents and demonstrates the benefits that the customer will receive from purchasing from their company
Definition
Value Added Selling
Term
What are the steps of planning the sales presentation
Definition
Gathering information
Identifying problems and needs
Preparing and Presenting the proposal
Confirming the sale or relationship
Ensuring customer satisfaction
Term
SELLS?
Definition
Show the products features
Explain it's advantages
Lead into the benefits for the prospect
Let the prospect talk
Start a trial close
Term
What should you remember about step 3 preparing and presenting the sales proposal?
Definition
Professional Approach
FAB leads to Sells
VAS
Term
4 Principles for effective sales presentations
Definition
Participation- prospects retain more info and develop more favorable attitude
Association- remember more info better if they can connect it to past experiences and knoledge
Transfer- seeing the product being used in similar situation
Insight- facts and figures relevant to the prospects own experience
Term
what are the steps to aligning the sales presentation
Definition
1. who is the prospect audience
2. what benefits are the prospects seeking
3. how do the prospects prefer to communicate
Term
What does SADTIE mean and when do you use it
Definition
Statistics
Analogies, similes, metaphors
Demonstrations
Testimonials
Incidents
Exhibits
Term
Stimulus response
Definition
strategy where a salesperson ask a series of positive leading questions
Term
Formula
Definition
leading the prospect through the mental states of buying (attention, interest, desire, and action) AIDA
Term
Needs Satisfaction
Definition
Salesperson tries to find dominant buying needs
Term
Consultative problem solving
Definition
most recommended. Focus on the prospects problems not the sellers product. Emphasize partnership and stressing Win Win outcome
Term
Depth Selling
Definition
Combo of several sales methods
Term
Team Selling
Definition
presentation made to a group of decision makers from different functional areas
Term
Adaptive Selling
Definition
stressed adaptation of each sales presentation and demonstration to fit each individual prospect
Term
Canned Selling
Definition
highly structured or patterned selling approach
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