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Questions and Answers

The major task of the person who is selling the product or service is?

To persuade the target buyer and give the buyer the solution in his/her current problem.

Face-to-face selling has it

Human Factor

Main object of doing personal selling

increase the volume of sales in one company.

What is Face to Face selling?

<p>a two-way communication between the seller and the buyer</p> Signup and view all the answers

A sales person stands as

<p>Consultant</p> Signup and view all the answers

never say the phrase,

<p>&quot;I dont know&quot;</p> Signup and view all the answers

Advantages of having personal selling as part of your promotional tool

<p>• Having the ability to close a deal •Retaining the customer's attention • Quick response because of the two way communication • Presentation can be adjusted based on the type of customer you are facing • Being precise, immediate action, and having good relationship with your customer</p> Signup and view all the answers

selling personnel are highly trained professionals regarding

<p>product knowledge, industry information, and selling skills.</p> Signup and view all the answers

Is the strategy that uses more of talking like radio, television, etc.

<p>Communication Strategies</p> Signup and view all the answers

This where the sales person proves the benefits of the product and ultimately overcomes the objections of the potential customer

<p>Persuasion Strategies</p> Signup and view all the answers

On this strategy the sales person is now becoming the consultant of the potential customer as he is now trying to solve the problem of the target customer by analyzing the situation and providing the target customer with the best option

<p>Negotiation Strategies</p> Signup and view all the answers

the name suggest it is a work of a team to sell an item, product, or service and not just by one person.

<p>Team Selling</p> Signup and view all the answers

this is now widely used because of the borderless characteristic of this approach where you can sell to anyone that you can reach using the internet.

<p>Selling through the internet</p> Signup and view all the answers

this uses more of the outbound calls to sell products to the current or new customers.

<p>Telemarketing</p> Signup and view all the answers

Are sales people inside the company and not looking for outside customers they just receive order inside the office.

<p>Inside Order Taker</p> Signup and view all the answers

As the name suggests can deliver the product door-to-door and receive payment during the delivery.

<p>Delivery Salespeople</p> Signup and view all the answers

These are the salespeople that visit customers and get some order, these are very rare now as the internet and mobile phones supersede their tasks.

<p>Outside Order Taker</p> Signup and view all the answers

The best example of this is the Medical Representative that does not make a direct sale to different doctors, but doctors can prescribe the medicine they get from the Medical Representative.

<p>Missionary Salestaker</p> Signup and view all the answers

They are called order-getters because they have the major role of persuading the customers and creating direct purchase from the customers. They are the frontline salespeople and they have the most challenging segment of the process

<p>Order Getters</p> Signup and view all the answers

They are the back-up of the frontline salespeople; they are the counter of the order getters inside the office. They are the one who provides vital information that can be used by the order getters

<p>Technical Support</p> Signup and view all the answers

These are people show provides support in the retail and wholesale process, they also give advice on how and where to display the products, how to implement the sales promotion, check the stock level and communicate with the store manager

<p>Merchandiser</p> Signup and view all the answers

customers will always be the boss more than your real boss

<p>Customer is the lifeblood of the business. No business will survive without selling in the market</p> Signup and view all the answers

Every sales person should remember that

<p>selling is an exchange process. An exchange of value of the product versus the amount they are paying.</p> Signup and view all the answers

This involves social, political, cultural, economical, and technological factors which will always be important in creating a sound SWOT analysis for the business to create an effective strategy.

<p>Creating sales strategy STEP:1 Market Analysis</p> Signup and view all the answers

Setting your objectives is like having a single standard to follow in the whole process and a measuring tool for the performance evaluation. There are two types of objectives, qualitative and quantitative objectives. Qualitative is more on long-term goals while short-term is the quantitative objectives.

<p>Creating Sales Strategy STEP 2: Creating Sales Objective</p> Signup and view all the answers

examples of goal set in selling

<p>Increase sales volume 2. Decrease sales cost 3. Accounts receivables 4. Inventory levels 5. Dealer supports 6. Feedback inputs</p> Signup and view all the answers

After analyzing the market and finalizing your objectives

<p>STEP 3 Making the Sales Strategy</p> Signup and view all the answers

In every type of business, whether product, or service there is no one-fits-all sales force. Yes, there are skilled people who can almost sell anything

<p>Type of sales forced required</p> Signup and view all the answers

The product specialist who knows every inch and parts of the products. The pros and cons of using the products and what could possibly happen in using the product or availing the service.

<p>Types of Sales force required</p> Signup and view all the answers

Is a method that shows the increase in the number of sales people and the decrease in the possible profit. • Sales gross vs. Sales cost.

<p>Incremental Method</p> Signup and view all the answers

This formula or method gives the right mix of targeting and measuring of the performance of the sales team, and who is performing and who is not

<p>Sales Potential Method</p> Signup and view all the answers

is the most complex among the three methods. This method assume that all sales personnel should have equal responsibility as well. • This method is attractive to practicing managers because of the equal application activities for the sales force.

<p>Workload method</p> Signup and view all the answers

Designing a territory coverage

<p>Sales Mapping</p> Signup and view all the answers

: Sales team will only have their sales coverage.

<p>Geographical</p> Signup and view all the answers

• Splitting areas that can provide more sales for better service

<p>Sales Potential</p> Signup and view all the answers

Company sometimes split markets or areas to provide more efficient service because of lesser target

<p>Servicing Requirement</p> Signup and view all the answers

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