Exam #4 Part 3 Flashcards
1
Q
Potential Customers (3)
A
- lead (may be interested)
- prospect (is interested)
- qualified prospect (attributes of a good customer)
2
Q
Personal Selling Process (7)
A
- Prospecting
- Preparing
- Approaching the prospect
- Making the presentation
- Handling objections
- Closing the sale
- Following-up
3
Q
Prospecting (3)
A
- sales leads
- identifying
- qualifying
4
Q
Preparing (4)
A
- prospect profile
- approach
- objectives
- preparation
5
Q
Approaching the prospect (3)
A
- appearance
- demeanor
- opening lines
6
Q
Making the presentation (2)
A
- canned
- need-satisfaction
7
Q
Handling objections (2)
A
- identifying
- overcoming
8
Q
Closing the sale (4)
A
- trial
- alternative
- silent
- direct
9
Q
Following-up (4)
A
- handle complaints
- maintain contact
- keep serving
- show appreciation
10
Q
Salesforce Size (4)
A
- Sales volume
- Desirable call frequency
- Number of accounts
- Calls-per-year
11
Q
Types of Sales Personnel (5)
A
- Order getters (inside/outside, creative selling)
- Order takers (processing)
- Missionary (disseminate info on new products)
- Technical (expertise in assistance)
- Trade (support intermediaries)
12
Q
Time-and-Duty Analysis (5)
A
- Travel
- Foods and breaks
- Waiting
- Selling
- Administration and Preparation
13
Q
Attributes of Successful Salespeople (4)
A
- empathy
- ego drive
- service motivation
- ego strength
14
Q
Consumer Sales Promotion Techniques (10)
A
- Advertising specialties
- Contest, sweepstakes, games
- Coupons
- Cross-promotions
- Frequency marketing
- Point-of-Purchase materials
- Premiums
- Price deals
- Rebates
- Samples
