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FRANK UNIVERSITY > Favourites > Flashcards

Favourites Flashcards

1
Q

THE CLIENT AND CANDIDATE LIFECYCLE

A

SOURCE CANDIDATE - QUALIFY - WORK - MANAGE INTERVIEW PROCESS - MANAGE OFFER PROCESS - POST-PLACEMENT - CLOSE

CLIENT
SOURCE - ADD CONTACTS - QUALIFY - SOURCE JOBS - WORK JOB - MANAGE INTERVIEW PROCESS - MANAGE OFFER PROCESS - CLOSE - POST-PLACEMENT

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2
Q

Client Types

A

VENDOR

PARTNER

END USER

(INDEPENDENT SOFTWARE VENDOR (ISV))

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3
Q

STRUCTURE OF A SALES CALL

A

Intro

question

gain flexibility

look for bad news

sell

confirm

close

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4
Q

Question Types

A

OPEN

DIRECT

CLOSED

LEADING

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5
Q

GAIN FLEXIBILITY

areas?
selling for flex

A

Time, Quality, Cost

Jobs/Canbdidates
Post placements
market conditions

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6
Q

Candidate Leads

A 
Hot Jobs
Future Projects
Manager Names
Interview Leads
MAN
Rejected offers
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7
Q

objections handling method

A

empathy

question

sell

close

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8
Q

Trial close structure

A

INTRODUCTION

RECONFIRM NEEDS

MATCHING

FLEXIBILITY AND URGENCY

CHECK FOR BAD NEWS

CONFIRM

TRIAL CLOSE

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FRANK UNIVERSITY (6 decks)

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