Top Professional Selling Flashcards

Professional Selling Chapter 4
Cards: 9| Attempts: 2| Last updated: Sep 18, 2015
  1.Communication:2.Source:3:Encoding Processes
  1.The Act Of Transmitting Verbal And Nonverba...
  1.Message2.Meidum:3.Decoding Process:
  1.The Information Conveyed In The Sales Prese...
  1.Receiver2.Feedback3.Noise:
  1.The Person The Communication Is Intended Fo...
  1.Nonverbal Communication2.Territorial Space:...
  1.Channels Are The Physical Space Between Buy...
Professional Selling: Test 2: Chapter 10
Cards: 8| Attempts: 2| Last updated: Sep 30, 2015
  What Are The Key Rules For Effective Listenin...
  – Avoid Prejudgment • Wait Until You...
  Why Is Silence A Powerful Tool?
  Because It Is The First Step Of Listening– ...
  What Does The Acronym SPIN© Stand For? What ...
  Situation Questions Problem Questions I...
  Why Might You Not Ask Too Many Situation Ques...
  Because It Becomes To Be More Of An Interroga...
Professional Selling: Test 2: Chapter 6
Cards: 6| Attempts: 1| Last updated: Sep 30, 2015
  What Are The Differences Between B2C And B2B ...
  • B2C - Consumers Purchase For Their Own Co...
  List 5 Types Of Institutional Buying Influenc...
  • Users • Buyers • Influencers/cu...
  Does Maslow’s Hierarchy Of Needs Explain Ke...
  No, Theory Tested And Found To Be Withou...
  What Are The SEVEN Steps Of The Sales Process...
  1. Prospecting And Qualifying2. The Pre-appro...

Professional Selling: Test 2: Chapter 8
Cards: 11| Attempts: 1| Last updated: Sep 30, 2015
  What Is The Primary Purpose Of The Pre-approa...
  Preparation And Research A Salesperson Does B...
  How Can A Salesperson Use The Same “imagini...
  They Think About Their Play (plan) And How Th...
  What Is Generally The Primary Goal Of The Pre...
  To Set Up An Appointment/meeting; View T...
  What Are The Methods Used To Gain Entry To Se...
   Gaining Entry: Making The First Appoint...
Professional Selling: Test 2: Chapter 7
Cards: 8| Attempts: 0| Last updated: Sep 30, 2015
  What Is The Difference Between A Lead And A P...
  A Lead Is Any Person Or Information Acquired ...
  What Is The Name Of The Process To Convert A ...
  Qualifyingcustomer Relationship Management (C...
  How Do Many Salespeople Find Prospects Withou...
  1. Existing Customers 2. Referrals ...
  How Can A Salesperson Obtain A Referral AFTER...
  See If Current Customers Work, Or Are Friends...


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