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15 Cards in this Set
- Front
- Back
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List the four main elements in the customer relationship process. When does this process end? |
(1) Analyze customer needs. (2) Present product benefits. (3) Gain commitment for the purchase. (4) Maintain and grow the relationship. The process is ongoing; it never ends. |
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How would you respond to the following statement: "Marketing and selling are synonyms"? |
The statement is false. Personal selling is a component of marketing. |
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Most salespeople work in one of three categories. List them. |
- A retail salesperson - a wholesale salesperson - a manufacturer's sales representative. |
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What is the first step of the sales process? |
Prospecting |
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What is the new definition of personal selling? How does it differ from the traditional definition of personal selling? |
Personal selling refers to the personal communication of information to unselfishly persuade a prospective customer to buy something that satisfies that individual's needs. The new definition adds the word "unselfish" and implies that salespeople should care about their customers. |
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What are the two types of rewards that salespeople can earn? Give two examples of each. |
1. financial 2. nonfinancial. Examples of nonfinancial rewards include a feeling of self-worth, increased responsibility, and satisfaction resulting from a job done well. Examples of financial rewards include salaries, commissions, bonuses and perquisites. |
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As Julie Pereira sold hospital supplies for Pixtar, Inc., she dreamed of moving into Pixtar's management. Which managerial position would most likely be the first one Pereira would attain at Pixtar? |
District sales manager |
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Explain the following statement: "Selling is both an art and a science." |
Selling is an art because the many skills needed to sell cannot be learned from a textbook; they must be learned through experience. Selling takes practice. Selling is also considered a science because to be successful a salesperson requires formal training and an understanding of what skills will result in success. |
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What is the Golden Rule of Personal Selling? |
The philosophy of unselfishly treating others as you would want to be treated. |
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Briefly explain the differences between order-takers and order-getters. |
Order takers wait for the customer to come to them for a sale. No sales strategy or presentatation. Order getters use creative marketing strategies and presentations to get new business or repeat business. |
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What is the primary purpose of relationship selling? |
Create customer loyalty |
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The text lists three categories of important skills that are necessary for a salesperson's success. Name them. |
Conceptual Human Technical |
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What type of products would be sold by an industrial products salesperson? |
Nontechnical, tangible products such as packaging material and office supplies. |
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According to the text, there are six major reasons for choosing a sales career. List any four of them. (p11?) |
(1) the wide variety of sales jobs available (2) the freedom of being on your own (3) the challenge of selling (4) the opportunity for advancement in a company (5) the rewards from a sales career (6) service to others. |
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Comment on the following statement, "Only professional salespeople sell." |
According to the text, everyone sells. You are involved in selling when you want someone to do something. You use personal communication skills to persuade someone to act. Your ability to communicate effectively is the key to success in life. |
