Upgrade to remove ads
MKT 4200 Exam 1
Terms in this set (18)
History of Selling
- The early 1900s was the Birth of Modern Salesmanship (Coca Cola, General Electric) - developed a sales force to mass produce goods.
- 1930a/1940s the salesmen were always dressed to the nines. WW2 in 1939 made it a hard time for salesmen (people couldn't afford the goods). A lot of things were sold door-to-door
-1950s: When the war was over, the salesmen were getting back on their feet. Sold cosmetics, fancy vacuum cleaners, etc.
-1960s: More technological age
-1980s-90s: Computer age
Why Sales is Important
- 1 in 9 people have a Sales job. (2012 stats)
-You are always selling yourself
-Non-sales selling: (- Doctor (sell patient on a remedy)
- Lawyer (sell the jury on a verdict)
- Teacher (sell students on learning/value)
- Coaches (Dabo is the best salesman in college football - convince players Clemson is the best fit. Sells Clemson)
- Always an element of selling
Drivers of The Economy
- Entrepreneurship- 30% of American workers now work on their own. Huge driver of US economy
- Elasticity - rise in start-ups. Idea that more employees wear different hats. Employee is elastic and is required to do more of a sales role. American worker should be more flexible to rules.
- Ed-Med - education and health.
Seller Beware: Do research, find the reputation of certain sellers, find info about the certain car you want to buy. If anything goes wrong with the sale, you can tell everyone online.
Buyer Beware: Buyer needs to be aware of who they are buying from. Wondering why the car is so great and why the salesman is trying to sell it to you and are skeptical. Sketchy guys selling sketchy cars.
Opening- Building Rapport
Investigating- Asking questions
Demonstrating Capability- Building Value
Obtaining Commitment- Closing the Sale.
E & J Gallo Speaker
Largest family owned winery in the world. 1 in 4 bottles of wine sold in the US in Gallo wine.
Sales Leadership Development Program:
- Phase 1: Sales Rep
- Phase 2: District Manager
- Phase 3: Multiple opportunities
Bring the most relevant technology solutions to the IT and customer electronics markets
B2B Mindset: informative content, cater to small audience, close relationships with customers, and utilize email and targeting.
Ram Tool Speaker
About 90% in person/on site sales
AVG sales rep $125-150K per year
-Need to build trust and credibility with customers
Interview: Selling yourself -- prepare and participate in the interview, ask questions, dress professionally and clean
Play the student card .•Use your friend's parents/parent's friends as resources. •Get out of the bubble •Use Linked In •Use Twitter Strategically •Get an internship.
Rapport/Listening/Details from the Steve Jobs lecture
Act 1: Create the story (have a purpose bigger than you that you are excited about) - visualize, create, and plan the presentation. Thinking, Sketching, Scripting
Act 2: Deliver the Experience
Act 3: Refine and Rehearse
Keys to Confidence:
- A lot of rehearsal/preparation (reduce nerves and reduce errors)
- Only key bullets on notecards, do not read straight from a written speech
It's Okay to be Repetitive:
- Tell them what you will tell them
-Tell them what you told them
Part Entertainment as well as providing info
Have a SOLID introduction - engage them
-Get the audience involved
Remember their attention span and don't apologize and don't start late
-Throw perfection out the window - know you will make some mistakes.
Frames of Clarity
•Less frame (Restricting choices can help people see their choices more clearly instead of overwhelming them.)
•Experience frame (Material purchases: Made with the primary intention of acquiring a tangible object that is kept in ones possession. •Experiential purchases: made with the primary intention of acquiring an event or series of events one lives through)
•Label frame (Prisoner's dilemma •Assigning a positive label can help people frame themselves in comparison with others and frame their behavior.)
•Blemished frame (Minor negative detail to an otherwise positive description- can have a positive effect.)
•Potential frame (Emphasizing potential v. achievements. •Potential is more interesting than accomplishments because its uncertain.)
ABC's of selling (Attunement, Buoyancy, Clarity),
Attunement: Ability to bring one's actions and outlook into harmony with other people and with the context you are in. (increase your power by reducing it, think with your head as much as your heart, mimic strategically, empathy builds relationships)
Buoyancy: Staying a float in a sea of rejection (Before: Interrogative self talk, During: Positivity Ratios, After: Explanatory Style)
Clarity: The capacity to help others see their situations in fresh and more revealing ways and to help them identify problems they didn't realize they had.
1. Set the pace: Outline how things will work, control the speed at which everything happens
2. Direct the Attention (What am I looking at and why?): Simplest way to do this is by telling stories - talk about situations the audience cares about
3. Play the Part: You're the Star: Be bigger than you are—speak louder, take stronger positions, and behave more aggressively
4. Know what happens next: Know how to weave your stories together - practice
5. Tension and Release: Drama is a good way to build tension and then give the problem and solution (release)
6. Get the Audience Involved : Ask for a show of hands, do trivia, give them a problem to solve
7. You are the judge, jury, and executioner: never be afraid to enforce the rules you know the room wants you to follow
8. Always end early
What do Successful Teachers do
They must consider 4 questions:
1. How many understand?
2. How many will remember later?
3. How many try to apply the lesson in the real world?
4. How many will succeed?
How to Teach Anyone Anything
Teaching is intimacy of the mind and will work if it is in small groups of a teacher wanting to teach and students willing to learn. A smaller number of students makes it easier for a teacher to be active and responsive and learn their learning styles and how to teach them.
They should start with an insight of interest and adapt to how the students respond.
You might also like...
Marketing 4200 test 1
MKTG 473 Final
Teacher Interview Questions (Part I)
Other sets by this creator
Professional selling test 2
MKT 4270 Chapter 7
mkt 4270 Chapter 6
Services MKT Chapters 8-15
Other Quizlet sets
Autonomic Nervous System
The Crucibles Character List
A&P review test 3
World Religions - Exam 2