Personal Selling
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Personal Selling
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25 Questions

1. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid

2. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else

3. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach

4. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight

5. List price - net price - zone price - FOB shipping point - FOB destination

6. Single-factor analysis - portfolio analysis

7. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value

8. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:

9. One-time price reductions the producer passes on to channel members or directly to the consumer

10. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement

11. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

12. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles

13. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable

14. Power that stems from a formal management position in an organization and the authority granted to it

15. Classification allows two factors to be considered simulataneously

16. Standard price charged to customers

17. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up

18. Some training is required; customizable while being written but not delivered; may be percieved as more credible

19. Earned when buyers pay their bill within a stated period

20. Extensive training is required: customizable; interactive fosters trust

21. Money available to cover the costs of marketing - operating the business - and profit.

22. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust

23. Introduce the source of the objection before the prospect brings it up

24. Need - product or service features - company or source - price - time(stalling)

25. A territory routing plan used when the territory is composed of a major metropolitan area and the territory is split into a series of geometric shapes reflecting each ones concentration and pattern of accounts

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