Podcast
Questions and Answers
Getting the attention of the customer is the first step in the AIDA model.
Getting the attention of the customer is the first step in the AIDA model.
True (A)
Gaining interest from the customer is not necessary in the sales process.
Gaining interest from the customer is not necessary in the sales process.
False (B)
AIDA is a tool specifically for advertising and not applicable to sales or marketing.
AIDA is a tool specifically for advertising and not applicable to sales or marketing.
False (B)
Making a first impression is not important in the sales process, according to the text.
Making a first impression is not important in the sales process, according to the text.
People form their first impression of others within the first ten seconds of meeting each other.
People form their first impression of others within the first ten seconds of meeting each other.
It is easier to get the attention of prospects now than it used to be, according to the text.
It is easier to get the attention of prospects now than it used to be, according to the text.
Behaving naturally and pleasantly is not important when trying to get the attention of prospects.
Behaving naturally and pleasantly is not important when trying to get the attention of prospects.
Customers must see the value in the product for their organization before they will perform the action of buying.
Customers must see the value in the product for their organization before they will perform the action of buying.
AIDA stands for Attention, Interest, Decision, Action.
AIDA stands for Attention, Interest, Decision, Action.
The 'platinum rule' means treating others the way that they would like for you to treat them.
The 'platinum rule' means treating others the way that they would like for you to treat them.
Having the order arrive one day late is always a big deal for customers.
Having the order arrive one day late is always a big deal for customers.
Understanding various communication styles is not important in sales.
Understanding various communication styles is not important in sales.
Rudeness and coldness are always indicative of a person being disrespectful.
Rudeness and coldness are always indicative of a person being disrespectful.
Treating others the way that you would like to be treated is known as the 'silver rule'.
Treating others the way that you would like to be treated is known as the 'silver rule'.
Expressing understanding and acknowledgement is not important in sales.
Expressing understanding and acknowledgement is not important in sales.
Loss of productivity and embarrassment are not potential impacts of a late order arrival for a customer.
Loss of productivity and embarrassment are not potential impacts of a late order arrival for a customer.
Understanding how a customer may perceive your communication style is not necessary in sales.
Understanding how a customer may perceive your communication style is not necessary in sales.
Intrusiveness and forwardness are always indicative of a person showing disrespect.
Intrusiveness and forwardness are always indicative of a person showing disrespect.
The ebook is about Basic Selling Skills.
The ebook is about Basic Selling Skills.
The ebook was published in 2010.
The ebook was published in 2010.
The ebook has a section on Maintaining Customer Relationships.
The ebook has a section on Maintaining Customer Relationships.
The Basic Sales Process section includes information about Education and Enablement.
The Basic Sales Process section includes information about Education and Enablement.
The General Skills Every Salesperson Should Have includes information about Listening Skills.
The General Skills Every Salesperson Should Have includes information about Listening Skills.
The ebook was published by MTD Training & Ventus Publishing ApS.
The ebook was published by MTD Training & Ventus Publishing ApS.
The Masters in Management programme is for experienced professionals.
The Masters in Management programme is for experienced professionals.
The London Business School’s Masters in Management is a part-time program.
The London Business School’s Masters in Management is a part-time program.
The ebook includes a section on Sales from Simple Bartering to Profession Management and Information Partnership.
The ebook includes a section on Sales from Simple Bartering to Profession Management and Information Partnership.
Study Notes
AIDA Model
- The AIDA model stands for Attention, Interest, Decision, Action
- Getting the attention of the customer is the first step in the AIDA model
Sales Process
- Making a first impression is important in the sales process
- People form their first impression of others within the first ten seconds of meeting each other
- Behaving naturally and pleasantly is important when trying to get the attention of prospects
- Understanding various communication styles is important in sales
- Expressing understanding and acknowledgement is important in sales
- Understanding how a customer may perceive your communication style is necessary in sales
Customer Relationships
- Treating others the way that they would like for you to treat them is known as the 'platinum rule'
- Treating others the way that you would like to be treated is known as the 'silver rule'
- Customers must see the value in the product for their organization before they will perform the action of buying
Ebook Information
- The ebook is about Basic Selling Skills
- The ebook was published in 2010 by MTD Training & Ventus Publishing ApS
- The ebook has sections on Maintaining Customer Relationships, Basic Sales Process, and General Skills Every Salesperson Should Have
- The Basic Sales Process section includes information about Education and Enablement
- The General Skills Every Salesperson Should Have includes information about Listening Skills
- The ebook also includes a section on Sales from Simple Bartering to Profession Management and Information Partnership
London Business School
- The London Business School’s Masters in Management is a part-time program for experienced professionals
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Description
Explore the contents and overview of the Basic Selling Skills ebook by MTD Training & Ventus Publishing. Learn about the basic sales process, general skills every salesperson should have, sales models, and maintaining customer relationships.
