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MKTG 379

Terms in this set (40)

Successful salespeople characteristics
Intelligence (add value to the meeting)
Emotional Intelligence (body language / reasoning with emotions)
Curiosity (motivated to solve problems
Large sales
MORE INVOLVMENT
longer
mutable people
ongoing relationships
More job impact
less direct
less emotion
quote
WARREN BUFFETT
Company objectives
Increase profits
Increase sales
Reduces sales cost
Build a long term Relationships
Customer relationships
Avoid legal trouble
Salesperson objectives
Increase compensation
Receive recognition
Satisfy customers
Build long-term customer relationships
Maintain personal code of ethics
Customer Objectives
Increase profits
Solve problems
Satisfy needs
Reduce costs
Build relationships with suppliers
Avoid legal trouble
fine lines to consider
persuasion vs manipulation
gifts vs bribes
entertainment (using too much company money or time)
special treatment
confidential information
backdoor selling
how to look good in a meeting
set time limits
establish expectation with prospect
communicate with management before hand
know the differences between entertainment and socializing
Impression management (the first 30 days)
show up early
dress nicely
know everyone
understand the politics
Social styles
Assertiveness
Responsiveness
Assertiveness
More
Tell oriented
Take-Charge Attitude
Competitive
Risk Taker
-----
Quick to decide
Direct eye contact
Speaks quickly
Expresses Strong opinions

Less
Ask-Oriented
Let others take initiative
Cooperative
Ricks avoider
-----
Slow to decide
Indirect eye contact
speaks slowly, softly
Expresses Moderate
Opinions
Responsive
More
Shows emotions
Warm, approachable
People oriented
Uses opinions
-----
Informal dress
Animated expressions
Vocal Inflections

Less
Controls Emotions
Serious
Fact Oriented
Uses data
-----
Formal Dress
Controlled Expressions
Monotone
Social styles matrix
Amiable(pam) / Expressive (Michal)
Analytical(dork) \ Driver(jan)
Amiable (Pam)
"Shows concern for me and my problems"
supportive
respectful
willing
dependable
Expressive (Michal)
"i like competent, imaginative salespeople"
personable
simulating
enthusiastic
dramatic
Analytical (nerd)
"what i need are practical suggestions"
Industrious
persistent
serious
Driver (Jan)
"Show me bottom line results"
determined
demanding
through
decisive
How to sell to social types
Amiables (Pam): take their option into account.
Expressive(Michal): be enthusiastic and how it affect their status.
Analyticals (Nerd): use solid, tangible evidence
Drivers (Jan): use a direct businesslike, organized presentation with quick action and follow-ups
buying process
Problem acknowledgement
Solution definition
Solution seeking
Types of buyser
influencer
gatekeeper
economic buyer
advocate
user
blocker
power types of buyers
delayed power (slow you down)
negate power (shut you down)
types of buys
new buy
straight buy
modified buy
organizational buying and selling
direct demand (the actual product)
Joint demand (some else you need for the first product)
Derived Demand (something you need for the first product and is 100% reliant of it)
Buying criteria
economic criteria (the price)
quality criteria (quality over price)
What is a good value?
value= benefit of product - cost
how to help a product sell
make it better
make the competitor worst
increase or decrease importance
add something to the product
decrease price
choice
depending on the person but have an average product across the board is better than have a product really good at some thing and really bad at other ones.
how to prospect
find a
who has the need
who has the ability
who has the authority
first thing to find trust is
research (dont look dumb)
CRM
customer relationship management (the prospecting process)
prospecting filter
just like finding a job prospecting is a way to filler non-serious people out

Approach
develop needs
present
objections
customers
precall
gather information about the prospect but don't assume its all up to date that would be creepy

using company resources and google
sales call objectives
primary call objective
secondary call objectives
optimistic call objectives
minimum call objectives
How to get the meeting
"whats in it for them?"
solved their problem
offer a benefit
similar values/interests
key stats
be clear
On the call
dont over spill
dont only focus on the product
ask questions about their needs
build a relationship
commit to a time and ask between two of them that could work
use multiple channels
practice
approach
professional intro
build rapport
engage prospect
set agenda and transition
what does your research say?
what's the persons role
why do they care
conversation starters
when things go wrong with rapport
maintain perspective and a sense of humor. ALWAYS APOLOGIZE
talking with prospect
focus on the customer
initial benefits statement / results
confirm a challenge
problem & solution
USE QUESTIONS
agenda
take charge but ask for input (to engage)
have a smooth transition
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