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mar 3391 exam 2 chapter 8
Terms in this set (18)
when a salesperson prefers to spend practically all their time analyzing the situation and gathering info instead of making sales calls.
buyer's subordinates who plan and schedule interviews for their superiors; also called screens.
customer value proposition
the way in which a salesperson's product of service will meet the prospect's needs and how that is different from the offerings of competitors, especially the next-best-alternative.
focus of dissatisfaction
the person in the org who is most likely to perceive problems and dissatisfaction; leads to the focus of power.
focus of power
the person in the org who can approve, prevent, or influence action.
focus of receptivity
the person in the org who will listen receptively and provide a seller with valuable info.; leads to the focus of dissatisfaction.
individuals in the buyer's org who carry great influence and are opposed to the salesperson's product or service
minimum call objective
the minimum that a salesperson hopes to accomplish in an upcoming sales call.
optimistic call objective
the most optimistic outcome the salesperson thinks could occur in a sales call
primary call objective
actual goal the salesperson hopes to achieve in an upcoming sales call.
online databases that include in one place many sources of info that the salesperson might need. Include items such as account data, competitor intelligence, & news about the industry, the company, or the economy.
buyer's subordinates who plan and schedule interviews for their superiors; also called barriers.
secondary call objectives
goals a salesperson hopes to achieve during a sales call that have somewhat less priority of the primary call objective
sending the customer important and useful items or info prior to the meeting.
a team that consists of all people in the selling organization who participate in the selling opportunity
meetings in which people are not physically present in one location but are connected via voice and video; seems to be growing in usage
virtual sales call
videoconferencing in which the meeting is broadcast over the internet; also called webcasting.
videoconferencing in which the meeting is broadcast over the internet.
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