Quiz 9 Flashcards
(25 cards)
According to one sales expert, Gerhard Gschwandtner, publisher of Selling Power, the salesperson’s job is_____.
Not to make sales, but create customers
Identify and developing potential customers is an important aspect of ______.
The customer strategy
The goal of prospecting is to build a qualified base made up of _____.
Prospects and customers
The need to develop new customers is extremely important. Some studies estimate that the average company loses _______ percent of its customers every years.
15-20
Several of the most common causes of customers attrition include the following:
The purchase was a one-time need, customer moves or is acquired, and a loyal buyer goes to new company or leaves.
Analysis of your_______ can help identify, locate, and profile your prospects
Product and current customers
______ leads result in higher close rates, large sales, and shorter sales cycles.
Referral
When you build______ into your sales process, you increase the odds that the customer will give you a referral
Value
_____ is/are a source of information about the potential customers for new salespeople.
Friends and family
There many types of prospecting approaches; however, most successful salespeople are using ______ for prospecting and account development
A combination of approaches
One of the MOST important keys to success in personal selling is the ability to ______.
Qualify leads
_______ is the processs of identifying prospects who have a need for your product and should be contacted
Qualifying
The qualifying process is also the first opportunity to consider______.
Prospect needs and how they match with your product characteristics
Some organizations link the qualifying process with the need discovery step in the _______ process
Consultative sales
The basic lead qualifying criteria includes______.
Prospect need, Authority to buy, Financial resources to buy, and Willingness to buy.
When it comes to collecting and organizing prospect and account information, salespeople, have a large variety of computer systems available. These are known as_______.
Sales force automation systems, or customer relationships management systems (CRMs)
_________ data is the information seen in most CRM systems and might include customer contact information, past purchases and product information, volume, influencers in the buying decisions, preferred communication method, and much more.
Sales
The type of information that goes beyond sales date such as insight into the prospect’s marketplace, the firm, the competiros, and even the prospects themselves is called______.
Sales inteligence
Information that turns prospects and accounts into long-term customers includes________.
Knowing more about the customer than just name and title; knowing about the prospect’s company and marketplace; knowing how you bring value-adds to them
The effectively and efficiently manage the prospect or account base, sales managers and salespeople often conduct a(n)________ analysis
Account
Two popular models salespeople use for performing account analysis and what sales strategies to use are the ______.
Portfolio model and the sales process model
Portfolio models are MOST effective where salespeople understand______.
Individual customer needs and where relationships strength is important to sales success
The sales process (or sales funnel) model includes the following steps:
Prospect, Qualified, Needs analysis, Presentation, Negotiations, and Closed/service
_______management is the process of managing all the prospects in the salesperson’s sales funnel.
Pipeline
