44 terms

Personal selling Chapter 17

STUDY
PLAY

Terms in this set (...)

1. structure
2. motivation
3. stress and rejection
4. interests
understanding your needs (4)
1. skills
2. knowledge
3. qualities and traits
understanding what you have to offer (3)
1. Good communication skills
2. Self-motivation
3. Positive and enthusiastic attitude
Companies look for three qualities in salespeople
1. strong ego
2. sense of urgency
3. ego driven
4. assertive
5. willing to take risks
6. sociable
7. abstract reasoner
8. skeptical
9. creative
10. empathic
10 traits of top salespeople
1. Better course selection
2. Better use of learning opportunities
3. Better career decision
Asking questions as early as possible leads to (3)
1. Compensation
2. Recognition programs
3. Training
4. Career opportunities
5. Other information to determine whether the company is beneficial to an employee's needs
understanding what the company has to offer (5)
1. Empathetic
2. Good communication skills
3. Self-motivation
4. Positive and enthusiastic attitude
5. Technical skill - Related to the industry
6. Knowledge
7. Computer skills
Qualities in salespeople (7)
Application form
Preprinted form that the candidate completes
References
People who know the applicant
Tests
Provide information about a potential salesperson that cannot be obtained readily from other sources
Interviews
Personal interaction between recruiter and candidate
Assessment centers
Centrally located area that is used to evaluate candidates and may simulate portions of the job
Conventional résumés
Form of life history, organized by experience
1. Should list education, work experience, and activities
2. Information on what has been learnt from each experience
Functional résumés
Portrays what the candidate can do or has learned
1. Highlights more forcefully what the candidate can do
2. List skills/qualities and its relevant activities and experiences
1. Using personal contacts
2. When using employment postings look for:
--What the company needs
--What it has to offer
3. Responding to postings
Gaining the interview (3)
1. Start with an attention getter
2. Body of the letter - Reasons why one should be hired
3. Close with a request for action
Writing the cover letter (3)
1. Gain knowledge of the company
2. Plan responses for common questions
--Prepare for situational questions and questions regarding travel
3. Know what types of questions are legal
4. Plan to ask questions about the company and the interviewer's career
5. Dress in a professional manner
Preparing for the Interview (5)
1. Presentation
- FEBA technique
2. Carry a portfolio
- allow interviewer time to write
3. Gaining commitment
- Commitment and confirming information signal
During the interview (3)
Feature
Evidence
Benefit
Agreement
FEBA technique
Portfolio
Organized collection of evidence of one's career
1. Professionalism
2. Organizational skills
3. Selling skills
gaining commitment (3)
1. Disguised interview
2. Stress interview
3. Panel interview
4. Group interview
4 types of interviews
Disguised interview
Candidate is unaware that the interviewer is evaluating him/her
Stress interview
Designed to place the candidate under severe stress to see his/her reaction
Panel interview
Candidate encounters multiple interviewers
Group interview
Includes several candidates as well as several interviewers
1. Send a thank you note
2. If you do not hear by the target date, contact the person
How to follow up on an interview (2)
1. Balance
2. Making the transition from college to career
3. Dual career path
4. Continue to develop your KSAs
5. Learn your current job
6. Learn the job you want next
Managing Your Career Goals (6)
Balance
Career to be compatible with personal objectives
Dual career path
Be open to alternate between different roles
1. Learn the organization's culture, values
2. Understand and earn the rights, responsibilities, and credibility
3. Demonstrate a willingness to learn
Making the transition from college to career (3)
KSAs
1. Package that you offer your employer
--Knowledge, skills, and abilities
--Invest in self learning
1. Managers and peers
2. Books and seminars
3. Industry associations
Sources of improvement for your career (3)
Learn your current job
To be better equipped during a promotion
1. Solicit help from people who hold the job now
2. Volunteer for special projects
3. Improve skills
4. Build a personal brand
Learn the job you want next (4)
1. Change jobs
2. Turn to less healthful releases
To cope with stress most people (2)
Situational stress
Short-term anxiety caused by a situational factor
1. Use imaging
2. Exercise
3. Take breaks
4. Rest
5. Prepare
6. Recover
Coping with Situational Stress (6)
Felt stress
Psychological distress or anxiety brought about by job demands or constraints encountered in the work environment
1. Role conflict
2. Role ambiguity
3. Role overload
Role stress: Brought on by (3)
Role conflict
Two partners demand incompatible actions of the salesperson
Role ambiguity
Salesperson is not sure what actions are required
Role overload
Role demands more than the person can perform
1. Prioritize
2. Seek support
3. Rest expectations
4. Act and move on
Reducing Role Stress (4)