Podcast
Questions and Answers
What is the primary goal of 'prospecting' in the selling process?
What is the primary goal of 'prospecting' in the selling process?
To identify potential new customers.
In the context of a sales process, what does 'handling objectives' primarily involve?
In the context of a sales process, what does 'handling objectives' primarily involve?
Addressing and overcoming customer concerns or objections.
Describe the 'endless chain technique' in the context of sales?
Describe the 'endless chain technique' in the context of sales?
Obtaining new customer leads by asking existing customers for referrals to their friends and family.
What role does an 'influence center' play in the sales process?
What role does an 'influence center' play in the sales process?
How do salespeople utilize 'social media' as a tool?
How do salespeople utilize 'social media' as a tool?
What is a 'spotter's' main responsibility in sales, and how are they compensated?
What is a 'spotter's' main responsibility in sales, and how are they compensated?
Why is 'planning the sales presentation' considered a 'pre-approach'?
Why is 'planning the sales presentation' considered a 'pre-approach'?
During which step of the sales process would a salesperson actively ask for the customer's commitment to buy?
During which step of the sales process would a salesperson actively ask for the customer's commitment to buy?
What activities are included in 'after-sale service'?
What activities are included in 'after-sale service'?
Before making a sales presentation what step must a salesperson take?
Before making a sales presentation what step must a salesperson take?
Flashcards
Prospecting
Prospecting
Identifying and qualifying potential customers.
Planning the sales presentation
(Pre-approach)
Planning the sales presentation (Pre-approach)
Preparing a structured sales presentation.
Approach the sales presentation
Approach the sales presentation
Making initial contact with the potential customer.
Sales presentation
Sales presentation
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Handling objectives
Handling objectives
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Closing the sales
Closing the sales
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After sale service
After sale service
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Endless chain technique
Endless chain technique
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Influence centre
Influence centre
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Spotter
Spotter
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Study Notes
- Selling process involves 7 steps
Selling Process Steps:
- Step 1: Prospecting
- Step 2: Planning the sales presentation (Pre-approach)
- Step 3: Approach the sales presentation
- Step 4: Sales presentation
- Step 5: Handling objectives
- Step 6: Closing the sales
- Step 7: After sale service
Definitions:
- Endless Chain Technique: Salesperson obtains names from family and friends from each customer
- Influence Centre: Someone or a public figure with respect in the community
- Salespeople utilize admired people, as others will follow their buying behavior (e.g., Siya Kolisi)
- Social Media: Online platform for business and entertainment (e.g., Facebook)
- Spotter: Usually junior salespeople finding potential prospects
- Spotters provide names and contact details to senior salesperson
- If the sale succeeds, the spotter receives a fee or commission
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