bbus 3450: professional selling

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Decks in this class (14)

Chapter 1: Relationship selling opportunities in the information economy
1. Define Personal Selling and describe the 3 prescriptions of a personal selling philosophy. 2. Describe the emergence of relationship selling in the age of information. 3. Discuss the regarding aspects of a career in selling today. 4. Discuss the different employment setting in selling today. 5. Explain how personal selling skills have become one of the master skills needed for success in the information age, and how personal selling skills contribute to the work performed by knowledge wor
6  cards
Chapter 15: Servicing The Sale And Building The Partnership
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0  cards
Chapter 2: Evolution of selling models that complement the marketing concept
1. Discuss the evolution of personal selling models as an extension of the marketing concept. 2. Describe the evolution of consultative selling from the marketing era to the present. 3. Define strategic selling and name the 4 broad strategic areas in the Strategic/Consultative Selling Model. 4. Describe the evolution of partnering and the nature of a strategic selling alliance. 5. Explain how value-added selling strategies enhance personal selling.
5  cards
Chapter 3: Creating value with a relationship strategy
1. Explain the importance of developing a relationship strategy. 2. Discuss how thought process can enhance your relationship strategy. 3. Identify and describe the major nonverbal factors that shape our sales image. 4. Describe conversational strategies that help us establish relationships. 5. Explain how to establish a self-improvement plan based on personal development strategies.
5  cards
Chapter 4: Communication Styles: A key to adaptive selling
1. Discuss how communication style influences the relationship process in sales. 2. Identify the 2 major dimensions of the communication-style model. 3. Explain the 4 communication styles in the communication-style model. 4. Learn how to identify your preferred communication style and that if your customer. 5. Learn how to achieve interpersonal versatility and build strong selling relationships with style flexing.
4  cards
Chapter 6: Creating Product Solutions
1. Explain the importance of developing a product strategy. 2. Describe product configuration. 3. Identify reasons why salespeople and customers benefit from thorough product knowledge. 4. Discuss the most important kinds of product and company information needed to create product solutions. 5. Describe how knowledge of competition improves personal selling. 6. List major sources of product information. 7. Explain how to add value with a feature-benefit strategy.
7  cards
Chapter 8: The buying process and buyer behaviour
1. Discuss the meaning of customer strategy. 2. Explain the difference between consumer and business buyer. 3. Understand the importance of alignment between the selling process and the customer's buying process. 4. Understand the buying process of the transactional, consultative, and strategic alliance buyer. 5. Discuss the various influences that shape customer buying decisions.
5  cards
Chapter 9: Developing and qualifying a prospect base
1. Discuss the importance of developing a prospect base. 2. Identify and assess important sources of prospects. 3. Describe criteria for qualifying prospects. 4. Explain common methods of collecting and organizing prospect information. 5. Describe the steps in managing a prospect base.
5  cards
Chapter 10: Approaching the customer with adaptive selling
1. Describe the 3 prescriptions that are included in the presentation strategy. 2. Discuss the 2 part pre-approach process. 3. Describe the team presentation strategies. 4. Explain how adaptive selling builds on 4 broad strategic areas of personal selling. 5. Describe the 6 main parts of the presentation plan. 6. Explain how effectively approach the customer. 7. Describe seven ways to convert the prospect's attention and arouse interest.
7  cards
Chapter 11: Determining customer needs with a consultative questioning strategy
1. Outline the benefits of the consultative sales process. 2. Describe 4 parts of the needs-satisfaction model. 3. Discuss the use of questions to discover the customer needs. 4. Describe the importance of active listening and the use of confirmation questions. 5. Select solutions that match customer needs.
5  cards
Chapter 12: Creating value with sales demonstration
1. List and describe 3 types of need-satisfaction presentation strategy. 2. Present guidelines for creating consultative presentations that add value. 3. Describe the elements of a persuasive presentation strategy. 4. Describe the elements of an effective group presentation. 5. Develop selling tools that add value to your demonstration.
5  cards
Chapter 13: Negotiating buyer concerns
1. Describe the principles of formal negotiations as part of the win-win stately. 2. Describe common types of buyer concerns. 3. Discuss specific methods of negotiating buyer concerns. 4. Outline methods for creating value in formal negotiations. 5. Work with buyers who are trained in negotiation.
5  cards
Chapter 14: Adapting the close and confirming the partnership
1. Describe the proper attitude to display toward closing the sale. 2. List and discuss selected guidelines for closing the sale. 3. Explain how to recognize closing clues. 4. Discuss specific methods of closing the sale. 5. Explain what to do when the buyer says yes and what to do when the buyer says no.
5  cards
Chapter 15: Servicing the sale and building the partnership
1. Explain how to build long-term partnerships with customer service. 2. Describe current developments in customer service. 3. List and describe the major customer service methods that strengthen the partnership. 4. Explain how to add value with expansion selling. 5. Explain how to deal effectively with complaints.
0  cards

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