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Professional Selling Exam 2 Chap 7
Terms in this set (33)
When planning a sales call what is the buyers perspective?
helps gain buyers respect and confidence
When planning a sales call what is the sellers perspective?
helps meet call objectives efficiently
What is the flow of the planning process?
1. gathering info about the prospect and firm
2. selling objectives for the call
3. making an appt
Information about prospects increases the profitability of:
-long term relationship
-be aware of the costs involved in collecting info
-update info about acct on reg basis
Prospect/customer as an individual?
-eval of products or services
-historical buying patterns
-current buying situation
-ppl involved in purchase decision
-stage in buying cycle
-policies and procedures
What are influential adversaries?
carry great influence but are opposed to us
What is analysis paralysis?
occurs if all time is spent:
-resources within co
-company records - CRM database
What are sales portals?
online databases that include many sources of info in one place
What is a selling center?
sales team that interacts w a prospect
Setting call objectives?
-review what has been learned from precall info gathering
-understand relationship to be established with prospect
-sales team goal
What is the criteria for effective objectives?
-what the salesperson hopes to accomplish
-what the objective targets are
-goals can be objectively evaluated
-set objectives that require a buyers response
-challenging but reachable
-cultural influences are considered
achieved within a set frame of time
What are examples of call objectives?
-demo of product
-endorse product to buying committee
-instill confidence and trust
What is related to consummating the sales?
-display promotional offer
What is a primary call objective?
actual goal a salesperson hopes to achieve
ex: selling the product
What is min call objective?
min a salesperson hopes to achieve, in the event that the call does not go exactly as planned
ex: trial run
What is optimistic call objective?
most optimistic outcome the salesperson thinks could occur
ex: immediately wanting the product
What is secondary call objectives?
other objectives apart from the primary call objective
What is customer value proposition?
written statement of how purchasing the proposed product can solve customer's business issue
What are a buyers goal for sales calls?
-on time delivery
-quality of product
-quality of sales calls
-level of tech innovation
-good emergency response
What is focus of receptivity?
person who will receptively and give the seller needed valuable info
What is focus of dissatisfaction?
person who is most likely to perceive probs and dissatisfaction
What is focus of power?
person who is most likely to perceive probs
Making an appt?
What is video conferencing?
meetings in which ppl are not physically present in one location but connected via voice and video
What are webcasting or virtual sales calls?
meetings are broadcast over the internet
What are screens or barriers?
subordinates who plan and schedule interviews for executives
Telephoning for appts?
-DO NOT try and make a sale when calling to make appt
-anticipate objections and decide how to respond
-make good impression and build credibility
-uncover the customers needs
-answer anticipated questions
What is seeding?
sending customers important and useful info
This set is often in folders with...
Professional Selling Exam 2 Chap 5
Professional Selling Exam 2 Chap 6
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