Chapters #6-9 Flashcards Preview

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Flashcards in Chapters #6-9 Deck (15)
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1
Q

Define and provide example of leads and prospects.

A

Leads: Potential prospect that man or may not pass the test in actually being one.

Prospect: Good candidate for making a sale.

2
Q

5 questions that must be answered yes to make lead a prospect:

A
1-Does want/need exist? 
2-Does lead have money to pay? 
3-Does lead have authority to buy? 
4-Can lead be approached favorably? 
5-Lead eligible to buy?
3
Q

Define and give example of using endless chain method to find leads.

A

Attempt to secure a lead from each person you talk to. Every time you connect with someone new you ask for a recommendation from them as to someone who would buy the product.

4
Q

3 common reasons cold call reluctance. How to overcome each?

A

Worst case scenarios.
Too much time preparing.
Feeling intimidated or scared.

5
Q

What is an influential adversary? 2 ways to overcome them in sales scenario.

A

A person who carries great influential in the buying decision but is against you, your company and or the product.

6
Q

Define analysis paralysis. How can it affect sales preparation?

A

Occurs if too much time is spent analyzing situations or finding information. You end up not being able to call the person you intend to call.

7
Q

What does SMART refer to in setting call objectives?

A
Specific
Measurable
Attainable
Realistic
Time Oriented
8
Q

Define and give example of primary objective, minimum objective, and secondary objective.

A

Primary objective: Actual goal you wish to achieve.
Minimum objective: The bare minimum that you will settle for, whether it’s a price or a smaller level or purchase.
Secondary objective: What could come as an added bonus to the deal/purchase.

9
Q

Define focus of receptivity.
Define focus of dissatisfaction.
Define focus of power.
Who is easiest to start with? Hardest? Most important?

A

The focus of receptivity: The person who will listen intently and give the seller good and useful information.
{easiest to start with, they want to help}

The focus of dissatisfaction: The person who is most likely going to perceive problems and dissatisfactions.
{hardest to manage}

The focus of power: The person who will approve, prevent and/or influence the action.
{most vital because their decision says it all}

10
Q
Define and provide example of opening methods: 
referral opening
benefit opening
product opening 
compliment opening 
question opening
A

Referral opening: Tell about someone who referred you to talk to them.
Benefit opening: Start by telling them a benefit of the product.
Product opening: Demonstrate product feature/benefit right off the bat
Compliment opening: Compliment them or their organization
Question opening: Start conversation with a question.

11
Q

List and define 4 components of SPIN technique. Give example of each question.

A

Situation: Ask about facts and explores buyer’s situation.
How many people work in this location?”
What’s your turnaround time?

Problem: Asks about specific difficulties or problems.
Do you miss deadlines?
What do you like about the product?

Implication: Recognizes nature of problem and comes direction after problem question.
What happens if you miss a deadline?
How could you like you product more?

Need payoff: Asks questions about the usefulness of solving the issue.
If you could meet the deadline in 1/2 the time would that help your business?

12
Q

What is the most important question to ask prior to proposing a solution?

A

“ANYTHING ELSE?”

13
Q

Define features and benefits as they relate to a product. What is feature dumping? What is a feature without a benefit?

A

Features: Bells and whistles
Benefits: Solve problems

feature dumping: Where all you do is spit out the features of a product and hope that something sticks or stays with the consumer. Features that have no benefit to consumer.

Feature without benefit is IRRELEVANT.

14
Q

What are 4 key components to planning a presentation?

A

1-How many people will attend?
2-Which stage of the buying process are they in?
3-What information they need?
4-What type of situation this is?

15
Q

How would you structure a presentation for each of the 4 social styles? What would you include? What would you not include?

A

Analytical: clean and simple, references, details
Driver: crisp professional visuals, highlight importance
Expressive: photos, fancy fonts, strong colors
Amiable: with people and slow moving presentation