Term
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Definition
| Salary, Commission, Bonus, Expense Reimbursement or Allowances |
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Term
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Definition
| Specific amount the salesperson makes for sale |
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Term
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Definition
| Benefits- Medical, dental, holidays, sick days, vacation, training/education, 401k.. |
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Term
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Definition
| Treat People the way they want to be treated |
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Term
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Definition
| Knowledgeable, Future oriented. Innovator who likes abstract principles from large amount of info. Active in Community affairs by assisting in policy making, program development, etc. Future Time orientation. |
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Term
| Analytical Behavioral Style |
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Definition
| Direect, detail-oriented. Deal in sequence on time. Very precise, fact-oriented. Past, present and future time orientation. |
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Term
| Expressive Behavioral Style |
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Definition
| People-oriented, past time orientation. Very sensitive to needs of others. Enjoys contact w/ people, reads others well |
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Term
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Definition
| Action-Oriented. Present time orientation. Deal with the world through senses. Very decisive and high energy level. |
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Term
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Definition
| Now based on Percent of Gross Margin or Profit |
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Term
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Definition
| Amount you get for achieving a predetermined goal |
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Term
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Definition
| Sales Goal/Expectation. Normally annual |
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Term
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Definition
| Reimbursed for travel, food, etc. Potential to be taxable. |
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Term
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Definition
| Desk/Room is neat. Files and reports handy |
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Term
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Definition
| Desk / Room contains reference books, theory, books, abstract art, bookcases, trend charts, etc. |
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Term
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Definition
| Desk/Room has plaques and mementos, warmly decor w/ family pictures, antiques |
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Term
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Definition
| Messy room, piles, action pictures, success demonstrated |
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Term
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Definition
| Effective communicator, deliberative, prudent, weighs alternatives, stabilizing, objective, rational, analytical, asks questions for more facts. |
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Term
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Definition
| Original, creative, imaginative, broad-gauged, charismatic, idealist, intellectual, tenacious, ideological, conceptual, involved |
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Term
| Expense Reimbursement for Car Options |
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Definition
| Company Car, Car Allowance, Mileage |
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Term
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Definition
| Spontaneuous, persuasive, emphatic, traditional values, probing, introspective, draws out feelings, loyal, |
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Term
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Definition
| Pragmatic, assertive, directional results-oriented, technically skillful, objective, perfectionist, decisive, direct and down to earth, action oriented |
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Term
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Definition
| Verbose, Indecisive, overcautious, overanalyzes, unemotional, nondynamic, controlled and controlling, overserious, rigid, nit-picking |
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Term
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Definition
| Unrealistic, far-out, fantastical, scattered, devious, out of touch, dogmatic, impractical, poor listener |
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Term
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Definition
| Impulsive, manipulative, overpersonalizes, sentimental, postponing, guilt-ridden, stirs up conflict, subject |
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Term
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Definition
| Impatient, not long range, status-seeker, self-involved, acts first then thinks, lacks trust in others, nit-picking, impulsive, does not delegate |
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Term
| Modifying Style: Increase Openess/Responsiveness |
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Definition
| Share feelings, respond to others feelings, pay personal compliments, develop relationship, friendly language, communicate more, willing to digress from agenda |
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Term
| Modifying Style to Decrease Responsiveness |
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Definition
| Right to Task, Logical, keep to agenda, leave when work is done, downplay enthusiasm, use businesslike language |
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Term
| Modifying Style: Increase Directness/Assertiveness |
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Definition
| Speake and move at a faster pace, initiate conversation, initiate decisions, give recommendations, use direct statements, communicate w/ strong, confident vocal qualities, challenge and tactfully disagree when appropriate, increase eye contact |
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Term
| Modify Style: Decrease Directness |
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Definition
| Do things slower, ask and acknowledge other opinions, share decision-making tasks with others, show less energy-mellow, do not interrupt, refrain from criticism, Don't be pushy, use less eye contact |
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Term
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Definition
Exactly how much to sell to start becoming an asset to the organization. Calculate Salesperson's annual fixed (direct costs, not including commision/bonus)
Calculate organization's gross profit margin on items being sold (Sales-COGS=gross profit) gross profit/sales=profit margin
Use Salesperson annual B-E $ amount=salesperson's direct $ costs/gross profit % |
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Term
| Return on Time Invested (ROTI) |
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Definition
| 1. Estimate Potential Sales 2. Calculate worth of time 3.Determine how profitable your accounts 4. Classify your accounts |
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Term
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Definition
| Kill Ratio. Calculate number of days/yr available to sell. (Subtract out vacation and weekends) Break down into sales per day or sales per hour needed to meet quota |
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Term
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Definition
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Term
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Definition
| Reduce wait time, group clients |
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Term
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Definition
| Accounts assigned based on 1) Geographical 2) Customer Types 3) Product Type --To measure sales force and minimize travel expenses |
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