Podcast
Questions and Answers
What is the primary goal of a customer value proposition?
What is the primary goal of a customer value proposition?
What type of buying motive is most concerned with the economic aspects of a purchase decision?
What type of buying motive is most concerned with the economic aspects of a purchase decision?
What is the primary difference between a feature and a benefit?
What is the primary difference between a feature and a benefit?
What is the main purpose of identifying a customer's buying motive?
What is the main purpose of identifying a customer's buying motive?
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What is an example of an emotional buying motive?
What is an example of an emotional buying motive?
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What is the primary goal of a sales dialogue?
What is the primary goal of a sales dialogue?
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What is a characteristic of an organized sales presentation?
What is a characteristic of an organized sales presentation?
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What is a sales call?
What is a sales call?
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What is the purpose of a sales dialogue template?
What is the purpose of a sales dialogue template?
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What is a characteristic of a canned sales presentation?
What is a characteristic of a canned sales presentation?
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What is a written sales proposal?
What is a written sales proposal?
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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.
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Description
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.
