11 Questions
What is the primary goal of a customer value proposition?
To demonstrate how a sales offering will meet a prospect's needs
What type of buying motive is most concerned with the economic aspects of a purchase decision?
Rational buying motive
What is the primary difference between a feature and a benefit?
Features are characteristics of a product, while benefits are the value they provide
What is the main purpose of identifying a customer's buying motive?
To understand the customer's needs and tailor the sales approach accordingly
What is an example of an emotional buying motive?
Desire for status
What is the primary goal of a sales dialogue?
To initiate, develop, and enhance customer relationships
What is a characteristic of an organized sales presentation?
It has a high level of customer involvement
What is a sales call?
An in-person meeting to discuss business
What is the purpose of a sales dialogue template?
To assemble information for a sales presentation
What is a characteristic of a canned sales presentation?
It is a scripted sales call or memorized presentation
What is a written sales proposal?
A self-contained sales presentation on paper
Study Notes
Sales Terms and Concepts
- A sales call is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
- Sales dialogue refers to business conversations between buyers and sellers that aim to initiate, develop, and enhance customer relationships, and should be customer-focused and have a clear purpose.
Sales Presentations
- Sales presentations are comprehensive communications designed to persuade the customer to make a purchase, conveying multiple points to achieve this goal.
- Canned sales presentations include scripted sales calls, memorized presentations, and automated presentations, often lacking customer involvement.
- Written sales proposals are complete self-contained sales presentations on paper, often accompanied by verbal sales presentations before or after the proposal is delivered.
Organized Sales Dialogue and Presentations
- Organized sales dialogue, also known as the organized sales presentation, involves a high level of customer involvement and is tailored to the customer's needs.
- Organized sales presentations allow salespeople to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.
- These presentations feature a two-way dialogue with high customer involvement.
Sales Planning and Tools
- A sales dialogue template is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
- A customer value proposition is a statement outlining how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
Buying Motives
- A buying motive is a need-activated drive to search for and acquire a solution to resolve a need or problem, and is a key factor in making a purchase decision.
- Rational buying motives typically relate to the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller's offering.
- Emotional buying motives include motives such as security, status, and need to be liked, and can be difficult for salespeople to uncover.
Features and Benefits
- Features are qualities or characteristics of a product or service designed to provide value to a buyer.
- Benefits are the added value or favorable outcomes derived from features of the product or service the seller offers.
Test your understanding of marketing concepts, including customer value proposition and buying motives. Learn how to identify and meet customer needs, and make informed purchase decisions.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
