Sales Management Midterm

Flash cards for sales management midterm

64 cards   |   Total Attempts: 190
  

Cards In This Set

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What are the 3 steps to listening techniques
Think TCCTune inconfirmingcapturing
What to do to tune in?
  1. Block out interferfence
  2. Focus on what the customer is saying
  3. Prime and acknowledge the customer with verbal and visual signs
What to do to confirm
  1. Confirming
    1. Summarize and simplify
    2. Paraphrase what is being captured (reflective questions)
    3. Validate understanding (reflective questions)
What is meant by capturing
  1. Capturing
    1. Record critical talking points
    2. Device selection = situational/ request permission
What are the three types of selling techniques?
1. Stimulus response2. mental states/formula sell3. need satisfaction
Which is related to stimulus response?
Personal direct selling
What are some applications for stimulus response?
Clothing, transportation, communications entertainment
What are some environments of stimulus response?
Environments - low cost supplemental product or upgrade sales - limited time frame - limited unavailable sales skills - unsophisticated buyers and processes
What are some characteristics of stimulus response?
- stimulus used to generate spontaneous positive response - application and predominant psychological needs are assumed not derived - relies on "involuntary reaction theory" versus agreement from analysis - on way communications - feedback from custoemr limited to agreement
What are the four steps in a mental state/formula sell?
Which of the following have the right sequence of stimili"?
  1. Attention
  2. Interest
  3. - conviction is optional
  4. Desire
  5. Action/close
What are the characteristics of formula/mental state sell?
Characteristics - form of " stimulus response" selling used to generate reptitive "yes" in developing motivation to act - pre-sequenced stimuli and benefits conveyed to satisyf each metal state requirment for action - one way communication - feedback form customer limited to agreement - assumed needs - difficult to validate status of customer mental states
At what stage in the formula sell process is there benefit opportunity?
Interest
At what stage in the formula sell process is there solution/proposal?
Desire
What stage in the formula sell process is there a decision request?
Action/close
What are the steps in the need satisfaction process?
Earn the right Need development Need recognition Customer awareness Solution Close