chapter 11 - april 4th Flashcards

1
Q
  • involves the delivery of personalized and often interactive promotional materials to individual consumers via companies or devices such as postal mail, flyers and catalogs, telephone (landline and mobile), television and computers and tablets.
  • It relies on direct communication to individual consumers or their devices.
    • Display Advertsing
    • Direct Mail
    • Catalogues
    • Direct Response TV
    • Email
    • Flyers
    • Interstitials
    • Search Ads
    • Social media - ad based, branded social media
    • Voice calls and text messages
    • Apps
    • Websites
A

direct promotion

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2
Q
  • the activities in which companies engage to create a positive image for a company, product, service or a person or to address criticism
    Press releases are used to create publicity
A

PR

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3
Q
  • Transactional
  • Functional
  • Affiliative
  • Strategic
A

4 types of sales relationships

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4
Q
  • Script Based Selling
  • Needs Satisfaction Selling
  • Consultative Selling
  • Strategic Partner Selling
A

selling strategies

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5
Q

different types of sales relationships (4)

A
  • Transactional
  • Functional
  • Affiliative
  • Strategic
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6
Q

name 4 selling strategies

A
  • Script Based Selling
  • Needs Satisfaction Selling
  • Consultative Selling
  • Strategic Partner Selling
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7
Q
  1. approach
  2. needs identification
  3. presentation
  4. objection handiling
  5. close
  6. implement and provide customer service
A

the selling process

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8
Q
  1. leads
  2. suspects
  3. prospects
  4. customer
A

the sales funnel

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9
Q

_______is someone with BANT
– Budget
– Authority
– Need
– Time

A

a prospect

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10
Q

3 types of sales metrics

A
  • Conversion Ratio
  • Win Loss Ratio
  • Sales Quotas
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