Exam 1 Flashcards
(46 cards)
List 6 things that are expected of you in AGEC 3323.
Be prepared Attend class Be on time Turn in assignments on time Ask if you don’t understand Be professional
List two responsibilities sales people owe themselves.
Separate professional and personal lives Represent self and company in a professional
List three responsibilities sales people owe the customer
Serve customers best interest Never misrepresent or mislead the customer Protect Confidences
List four main responsibilities sales people owe their company
Remain loyal Support total marketing effort Do not downgrade competition Uphold laws and regulations
How does ethics fit into sales and life?
Major determinant of success and satisfaction Never lie Do what you say you will do
What happens without selling?
Nothing
How do most people view sales and salespeople?
As someone who manipulates, pressures, and cajoles someone else into buying something they may not need or want?
List six objectives a salesperson should have when dealing with a customer?
Sell the customer a value package that they need Help increase the customers profit Build long term profitable relationships Be seen as a consultant rather than a seller Increase the salespersons companies profit Make the customer know that the value packer will benefit them
List four competencies salespeople need to carry out their responsibilities
Ethics Knowledge Skill Attitude
List the 8 steps to the selling process.
Prioritize prospects Develop selling strategy and call plan Build relationships Uncover account needs, Opps., and values Present a solution or value bundle Answer questions and overcome objectives Close the sale Follow up to ensure satisfaction
When is the sale complete?
When the money has been collected
What is the equation for a value bundle?
Value Bundle = product + salesperson + company
What four things help explain a customer’s perceived value of a product?
What they want Why they want When they want Where they want
Why is following-up after the sale important?
Make sure the customer is gaining complete benefit from the value bundle Continue to build relationships
How does a sales person create value?
Help the customer clarify problems, identify solutions, assemble value bundles that solve & meet needs profit. Sales males customers lives better by information and knowledge
What are the three types of buyers?
Relationship Economic Business
List the 9 characteristics of a business buyer.
Brief and to the point Facts and research Expertise Organization Appointments Wants full service Comparison shopper Considers value bundle Bottom line results
List the 8 characteristics of an economic buyer.
Compares prices Considers cost Knows what he needs Not interested in service Demands tailored packages Efficiency oriented Reacts quickly Pragmatic
List the 6 characteristics of a relationship buyer.
Likes formal contact Likes informal contact Likes to chat Likes full service Trusts info sources he knows May not compare prices
List two reasons why people buy things
They believe they will gain more than they give up Satisfy emotional and psychological needs
What are the 5 steps to the buying decision process?
Needs recognition Informal search Examines alternative Choose Post purchase evaluation
What is an opinion leader?
A customer respected by peers
In Agriculture selling, what value counts the most?
Perceived value
List three sources of perceived value.
Economical Functional Psychological
