Chapter 13: Professional Selling

Question 1

What does a Salesperson Do?

Answer 1

1. Creating value for their firms’ customers
2. Managing relationships
3. Relaying customer and market information back to their organizations

Question 2

When does Role Conflict happen?

Answer 2

when the expections people set for you differ from one another

Question 3

What is a Boundary Spanner?

Answer 3

A person that works outside the boundaries of a firm and in the filed

Question 4

What are the 4 different types of Salespeople?
What are 3 types of names they are commonly called?

Answer 4

Missionary Salesperson
Trade Salesperson
Prospectors
Account Managers

Order Getters,
Order Takers
Sales Support

Question 5

How does a Salesperson create value?

Question 6

What is a transactional relationship?

Question 7

What is a functional relationship?

Question 8

What is an Affiliative Selling Relationship?

Question 9

What is a Strategic Partnership?

Question 10

What are the 4 Selling Strategies?

Answer 10

Script-Based Selling
Needs-Satisfaction Sellsing
Consultative Selling
Strategic Partnering

Question 11

What are the different stages of the Sales Process?

Question 12

What is an Objection?

Question 13

Do customer relationships begin as transactional and move toward strategic partnerships?

Question 14

What are metrics used by Salespeople?

Question 15

What are metrics used by Sales Managers?

Question 16

What are the different phases of the Sales Cycle?

Question 17

What is the difference between a Suspect and a Prospect?

Question 18

What are some common ethical issues Salespeople come accross?

Question 19

What are a few steps used to ensure ethical sales activities?

Question 20

What are a few Safeguards companies uses to ensure ethical behavior among Salespeople and Sales Managers?

Question 21

What is a Closed-Loop lead Management System? How does it work?

Answer 21

information systems that are able to track leads all the way from the point a marketer identifies them to when they are closed

1. Marketing identifies the lead
2. Marketing scores the lead: hot, warm, cold
3. Sales receives lead, calls on hot lead immediately
4. Sales makes sales call and closes the deal
5. Sales reports the outcome back to marketing
6. Marketing evaluates the place where they got the lead from and invests
7. Repeat Step 1 - 6

Question 22

What is Lead Scoring?

Answer 22

The process by which marketing personnel rate the leads to indicate whether a lead is hot, warm or cold

Question 23

What do salespeople do to support marketing managers? Be specific.

Question 24

What marketing activities support salespeople, and how does that support help them? Be specific.

Question 25

The Different Types of Outsourced Salespeople

Answer 25

Independent Agents- agents who work for a company, but is not an employee; Agent can set his own hours, their own activities, and manage themselves; Usually paid by commission Manufacturer's Representative- an agent that sells a manufacturer's product from different manufacturers; (Ex. an agent that sells bathroom fauets from one manufacturer but sells towels and rods from another)

Question 26

What are the Advantages of Outsourcing?

Answer 26

More Buyers: A lot of Outsourced companies already have a customer base, they can sell your product to their customers Less Expensive: Usually straight commission pay; The company that is outsourcing doesn't have to pay for training

Question 27

What are the Disadvantages to Outsourcing?

Answer 27

Lack of Control, the outsourced company chooses when they work and when they don't, as well as what products to sell and what not to sell.

Question 28

What is a Spiff?

Answer 28

(Short for Special Promotion Incentive Funds) Short-term bonus payments companies use to encourage salespeople to sell certain products; Its to incentive for a salesperson to sell easy to sell products for a profit. This helps outsourced company with motivation to sell your product or service.

Question 29

Which parts of the sales cycle can be outsourced and to whom?

Question 30

What can marketers do to make outsourced sales functions more likely to succeed?

Question 31

When does outsourcing make the most sense? The least sense? Why?

Question 32

Define Collateral

Answer 32

Printed or Digital material to support a salesperson's message Ex. brochures, posters, case studies, market studies, clinical studies, statistics, etc.

Question 33

What is the role of the missionary salesperson?

Answer 33

This salesperson calls on people who make decisions about products but don't actually buy them, usually a B2B salesperson

Question 34

What is the role of the trade salesperson?

Answer 34

This salesperson calls on retailers and helps them display, advertise, and sell products to consumers