test two

Question 1

parts of written proposal?

Answer 1

budget, objective, strategy, and rationale

Question 2

face-to-face is better than written proposals because?

Answer 2

face-to-face allows for feedback

Question 3

Organizational culture references?

Answer 3

beliefs, behaviors, work patterns held in common of a specific firm

Question 4

what is a bridging statement

Answer 4

include a feature and a benefit. Stove has auto-off so your house will not burn down.

Question 5

what is a general benefit/feature

Answer 5

something that the buyer hasnt voiced, yet, it is important and expected

Question 6

what is meant by product configuration?

Answer 6

the solution to the problem

Question 7

what are the rules for writing sales letters?

Answer 7

must have.. 1. Return address 2. date 3. inside address 4. proper greeting 5. block style writing 6. closing 7. signature block

Question 8

what can help quantify solutions

Answer 8

cost benefit analysis, ROI

Question 9

how does one become a product expert?

Answer 9

by knowing the product development and quality improvement processes, the performance data and specifications, the maintenance and service contracts, and price and delivery

Question 10

define segmentation

Answer 10

searching for a subset of a larger, unsatisfied market

Question 11

define differentiation

Answer 11

(market segmentation doesnt change) change product, place, price, or promotion

Question 12

five service-quality dimensions

Answer 12

empathy, assurance, responsiveness, reliability, and tangibles

Question 13

what are the discounts taken from list?

Answer 13

cumulative, non-cumulative, seasonal, and trade/functional

Question 14

what is the robinson patman act?

Answer 14

things are sold and discounted proportionately (think retail)

Question 15

what is the generic product

Answer 15

the basic, substantive product (bare bones)

Question 16

what is the expected product

Answer 16

everything that represents the customer’s minimal expectations

Question 17

what is the value-added product

Answer 17

exists when salespeople offer customers more than they expect

Question 18

what is the potential product

Answer 18

refers to what may remain to be done. Seeing customer needs before they become reality

Question 19

what is the buyer resolution theory?

Answer 19

based upon the assumption that a final buying decision is possible only after 5 logical questions.

Question 20

what are the buyer resolution theory questions?

Answer 20

why, what, where should i buy? what is a fair price? when should i buy?

Question 21

what is system selling?

Answer 21

team to team selling and saves time compared to having to search out sellers of components for the system

Question 22

define selective retention

Answer 22

i only remember what i want to

Question 23

define selective exposure

Answer 23

i may not hear everything you tell me

Question 24

define selective distortion

Answer 24

i hear what you say, but it conflicts with my beliefs

Question 25

explain culture, social class, reference groups, etc. as it applies to buying behavior

Answer 25

know these social classes so that you are able to talk to them

Question 26

what is the Asche Phenomena

Answer 26

it explains the group's impact on the individual behavior

Question 27

explain Abraham Maslow's hierarchy of needs

Answer 27

basic human needs are arranged according to their strength. physiological needs, security needs, social needs, esteem needs, self-actualization

Question 28

define physiological needs

Answer 28

primary needs; food, water, sleep, shelter

Question 29

define security needs

Answer 29

desire to be free from danger and uncertainty

Question 30

define social needs

Answer 30

the need to belong, desire for identification and approval

Question 31

define esteem needs

Answer 31

desire to feel worthy in the eyes of others

Question 32

define self-actualization

Answer 32

self-fulfillment

Question 33

how much of a company's customer base is lost each year?

Answer 33

15-20%

Question 34

define balanced funnel

Answer 34

enable salespeople to know how many prospects and how much revenue is needed at each stage in the sales process to meet quotas

Question 35

define pipeline dashboard

Answer 35

at-a-glance visualizations that define, monitor, and analyze the relationships existing in the pipeline or sales funnel

Question 36

define sales funnel

Answer 36

classifies prospects according to where they are in the sales process

Question 37

Germans are...

Answer 37

punctual in business settings. Keep in mind all cultural differences so you don’t lose a sale due to differences.

Question 38

define black box

Answer 38

stimulus response

Question 39

define economic man

Answer 39

motivated by price

Question 40

define fruedian theory

Answer 40

pulling at feelings

Question 41

what is most powerful in b2b sales

Answer 41

personal selling

Question 42

what are the five components of promotion

Answer 42

advertising, personal selling, sales promotion, public relations, direct marketing

Question 43

define advertising

Answer 43

non-personal promotion, promote ideas, goods, and services

Question 44

define sales promotion

Answer 44

value adding activities designed to stimulate want

Question 45

define public relations

Answer 45

corporate activities designed to promote goodwill

Question 46

define price skimming

Answer 46

high price during introduction to recoup things such as R&D

Question 47

define penetration pricing

Answer 47

low price, get it into people’s hands

Question 48

define hard evidence

Answer 48

actual numbers that are presented by the client

Question 49

define soft evidence

Answer 49

may be a rating from 1-10

Question 50

why is hard/soft evidence a necessity?

Answer 50

these are needed so that you can reference the severity or the need for a customer to seek out a solution to a problem and to aid in your sale.

Question 51

what is truth in lending?

Answer 51

the amount given, the payment terms, the interest scale, etc. needs to be plainly explained.

Question 52

when should leading questions be used?

Answer 52

if the client doesn’t agree with you on impact

Question 53

what is Girard's Ferris wheel?

Answer 53

a concept aimed at supplying an ongoing list of prospects

Question 54

why should one use Girard's Ferris wheel

Answer 54

it should be used because you want to see a continuous number of potential prospects board the Ferris wheel because they are the source of sales opportunities.

Question 55

what is meant by the criteria for judgment?

Answer 55

what do you have to hear, see and experience

Question 56

what is meant by "getting off the solution"

Answer 56

Solutions have no inherit value, find out what problems need solved. Perfect lawnmowers suck on gravel and sandy places

Question 57

explain how to do a structured conversation

Answer 57

handshake, appreciation of time, social, approach, decision makers, get a list of issues, make sure list is complete, which issues are most important, go into depth find hard/soft evidence, prioritize and summarize

Question 58

what are the 4 "w"s of evidence of a problem

Answer 58

what, when, where, who

Question 59

where do ethics come from?

Answer 59

trade associations, company codes of ethics, personal codes of ethics

Question 60

American ethics?

Answer 60

are higher than other countries codes of ethics

Question 61

define slander

Answer 61

spoken false statement that hurts ones reputation

Question 62

define libel

Answer 62

written false statement that hurts ones reputation

Question 63

values influence...

Answer 63

attitudes

Question 64

attitudes influence..

Answer 64

behaviors

Question 65

where should trust be placed in consultative selling

Answer 65

between the sales person and the client

Question 66

product life cycle contains...

Answer 66

intro, growth, maturity, decline

Question 67

profits peak during...

Answer 67

growth stage

Question 68

Sales peak and extension strategies occur in

Answer 68

maturity stage