How I Raised Myself from Failure to Success in Selling Ch 27
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Questions and Answers

What was one of the main mistakes the salesman made during his approach to Mr. Lindsay?

  • He was overly informal in his communication.
  • He arrived without an appointment. (correct)
  • He had no legitimate product to sell.
  • He was overly aggressive.

How did the salesman’s behavior affect the secretary?

  • She appreciated his straightforwardness.
  • She thought he was a clever negotiator.
  • She felt disrespected and resentful. (correct)
  • She was eager to help him schedule a meeting.

What strategy does the narrator suggest for effectively working with a secretary?

  • Using persuasive language and charm.
  • Building a respectful relationship and being sincere. (correct)
  • Employing clever tricks to gain access.
  • Ignoring the secretary and addressing the boss directly.

What does the narrator believe about the role of a secretary in the sales process?

<p>She can significantly influence access to the decision-maker. (B)</p> Signup and view all the answers

What was one consequence of the salesman using subterfuge?

<p>He made it difficult for future representatives to gain access. (A)</p> Signup and view all the answers

According to the narrator’s experience, what is often necessary to gain an appointment with a busy prospect?

<p>Being respectful and seeking assistance from the secretary. (B)</p> Signup and view all the answers

What initial action does the narrator recommend when entering a business office?

<p>Find out the secretary's name and use it. (C)</p> Signup and view all the answers

What was the salesman attempting to do when he approached Mr. Lindsay?

<p>Offer a service for free (B)</p> Signup and view all the answers

How did Mr. Lindsay's secretary respond to the salesman?

<p>She insisted he make an appointment first (D)</p> Signup and view all the answers

What was the nature of the personal matter the salesman claimed to discuss?

<p>A tax-survey service (B)</p> Signup and view all the answers

How did Mr. Lindsay react when he discovered the salesman was from the A.B.C. Insurance Company?

<p>He became hostile and asked him to leave (B)</p> Signup and view all the answers

What did the salesman do to try to gain access to Mr. Lindsay?

<p>Insisted on the personal nature of the matter (B)</p> Signup and view all the answers

What aspect of Mr. Lindsay was highlighted when he confronted the salesman?

<p>His physical strength and presence (C)</p> Signup and view all the answers

What was the main reason Mr. Lindsay dismissed the salesman?

<p>He believed the salesman was not legitimate (B)</p> Signup and view all the answers

What did Mr. Lindsay's reaction to the salesman reveal about his character?

<p>He values honesty and directness (A)</p> Signup and view all the answers

Flashcards

Outsmarting secretaries and switchboard operators

Employing a strategy to gain access to someone important in a way that avoids traditional appointment procedures.

Personal matter ruse

A tactic of feigning a personal matter to gain entry and access to a person.

Questionnaire

A set of questions designed to gather information.

Tax-survey service

A service that provides information on taxes to potentially save money on taxes.

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Subterfuge

A deceptive strategy, or a trick used to avoid suspicion.

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Private Office Visit

Meeting in a person's office that is meant to only be with a select few.

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Salesman's Misrepresentation

Falsely claiming the purpose of the meeting to get inside.

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Uncovering the Sales Pitch

Recognizing a salesperson's attempt to sell something as their ultimate goal.

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Salesman's Importance of Appointment

Sales success lies primarily in respecting the prospect's schedule and the secretary.

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Secretary's Power

A secretary often holds significant influence over scheduling and access to their boss.

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Subterfuge in Sales

Using dishonest methods to gain access, which often damages future business opportunities.

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Respecting the Secretary

Treating the secretary with courtesy and respect, demonstrating professionalism.

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Importance of Planning

Salespeople should plan ahead and not interrupt busy schedules without a proper appointment.

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Salesperson's role

A salesperson should handle a secretary with courtesy and respect.

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Importance of Secretary's Name

Knowing and addressing secretaries by their names fosters respect and positive interactions.

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Study Notes

Outsmarting Secretaries and Switchboard Operators

  • Salesman's Misguided Approach: A salesman, trying to see Mr. Lindsay, bypassed the secretary, claiming a personal matter. He was ultimately refused entry.

  • Secretary's Role: The secretary is crucial; she acts as a gatekeeper to the higher-ups and her cooperation is essential for a successful meeting.

  • Mr. Lindsay's Experience: Mr. Lindsay, president of Murlin Manufacturing, recounts how an incoming salesman attempted to bypass his secretary without an appointment. He describes the salesman's tactics and their failure.

  • Salesman's Mistakes: The salesman made several critical errors: having no appointment, misrepresenting his purpose, and avoiding the question "Whom do you represent". He also implied the secretary was lying about Mr. Lindsay's availability.

  • Consequences of Trickery: The salesman who tried subterfuge alienated the company. He'll have difficulty entering the plant again and could damage their relationship with the company.

  • Improved Approach: A successful approach involves treating the secretary with respect and honesty. Learning her name, remembering it, and contacting her directly to schedule a meeting.

  • Salesman's Role in Outsmarting: The salesman should never attempt to trick the secretary. A dominating personality might work, but this relies on trickery, rather than skill.

  • Secretary Perceptions: Secretaries often feel pressured to dismiss salespeople. However, a respectful and transparent approach is more effective.

  • Respect & Honesty: Showing respect for the secretary's position is key. Honesty and a direct approach are the best options for gaining access to decision-makers.

  • Appointment Scheduling: Contacting the secretary by name, politely requesting a meeting, and maintaining good communication is recommended.

Key Principles

  • Appointments: Scheduling appointments is important for efficient communication.
  • Respect: Treating secretaries and receptionists with respect and politeness is essential.
  • Honesty: Honesty and transparency with secretaries leads to better outcomes.
  • Direct Communication: Communicating directly with the secretary, rather than trying to bypass her, is crucial.

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Description

Explore the dynamics between salespeople and secretaries in this quiz based on the experiences of Mr. Lindsay, president of Murlin Manufacturing. Learn about the crucial role of secretaries as gatekeepers and the common mistakes salesmen make when attempting to bypass them. Understand the consequences of using deceptive tactics in business interactions.

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