Podcast
Questions and Answers
An excellent salesperson is driven by the desire to ______.
An excellent salesperson is driven by the desire to ______.
succeed
An excellent salesperson knows their ______ inside and out.
An excellent salesperson knows their ______ inside and out.
products
An excellent salesperson builds ______ relationships with their customers.
An excellent salesperson builds ______ relationships with their customers.
business
An excellent salesperson is a good ______ who listens attentively to their customers.
An excellent salesperson is a good ______ who listens attentively to their customers.
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An excellent salesperson loves to be with ______.
An excellent salesperson loves to be with ______.
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An excellent salesperson ______ their competitors.
An excellent salesperson ______ their competitors.
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An excellent salesperson is ______ and assertive in their approach.
An excellent salesperson is ______ and assertive in their approach.
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An excellent salesperson ______ their customers to buy, not simply sell to them.
An excellent salesperson ______ their customers to buy, not simply sell to them.
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Fred Wiersema, the author of ______ Intimacy, has put it quite candidly that firms are in business because of their customers.
Fred Wiersema, the author of ______ Intimacy, has put it quite candidly that firms are in business because of their customers.
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Without satisfied and ______ customers, businesses will not grow and prosper.
Without satisfied and ______ customers, businesses will not grow and prosper.
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Not even the ______ of their finance people, neither the charisma of their CEO nor the products or services they churn out every day, can make the business survive without the customers.
Not even the ______ of their finance people, neither the charisma of their CEO nor the products or services they churn out every day, can make the business survive without the customers.
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But Fred Wiersema was only looking at one end of the ______.
But Fred Wiersema was only looking at one end of the ______.
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In selling you get to meet different kinds of people, with whom you could learn and share ______ and knowledge that could help you grow professionally.
In selling you get to meet different kinds of people, with whom you could learn and share ______ and knowledge that could help you grow professionally.
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Likewise, in selling, you get to discover lots of ______, which could help satisfy your lower (basic needs, like safety) as well as your higher order needs (self-esteem food and station).
Likewise, in selling, you get to discover lots of ______, which could help satisfy your lower (basic needs, like safety) as well as your higher order needs (self-esteem food and station).
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One could make a career in selling, and go up the ______ from the lowest rung to the topmost level in the hierarchy of the organization.
One could make a career in selling, and go up the ______ from the lowest rung to the topmost level in the hierarchy of the organization.
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An excellent salesperson is a ______ for sore eyes. He makes good first impression, always neat and well-groomed.
An excellent salesperson is a ______ for sore eyes. He makes good first impression, always neat and well-groomed.
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Salespeople are the ______ of the business.
Salespeople are the ______ of the business.
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A customer-focused sales management strategy prioritizes the ______ and ______ of the customer.
A customer-focused sales management strategy prioritizes the ______ and ______ of the customer.
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Salespeople are the ______ -earners of a company.
Salespeople are the ______ -earners of a company.
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The current shift in sales management strategies emphasizes having ______ about the products or services.
The current shift in sales management strategies emphasizes having ______ about the products or services.
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An excellent salesperson has a ______ mentality.
An excellent salesperson has a ______ mentality.
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Salespeople play a crucial role in contributing to the company's ______ efforts.
Salespeople play a crucial role in contributing to the company's ______ efforts.
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A salesperson must be able to step outside of themselves and see things from the customer's ______ of view.
A salesperson must be able to step outside of themselves and see things from the customer's ______ of view.
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The way salespeople ______ and handle a conversation embodies the company culture.
The way salespeople ______ and handle a conversation embodies the company culture.
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Salespeople must be sharp and ______ in determining the needs of the customers.
Salespeople must be sharp and ______ in determining the needs of the customers.
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Salespeople need to find the match or fit between customer needs and the company's ______.
Salespeople need to find the match or fit between customer needs and the company's ______.
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The individual salesperson's efforts and behavior must be aligned with the integrated marketing ______ of the firm.
The individual salesperson's efforts and behavior must be aligned with the integrated marketing ______ of the firm.
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Sales promotions include coupons, raffles, flyers, e-mails, and other forms of direct marketing, among ______.
Sales promotions include coupons, raffles, flyers, e-mails, and other forms of direct marketing, among ______.
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Finding the right sales ______ is crucial to meet both lower and higher order needs.
Finding the right sales ______ is crucial to meet both lower and higher order needs.
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Salespeople serve as the ambassador of goodwill for the ______.
Salespeople serve as the ambassador of goodwill for the ______.
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Customers see the face of the firm through their ______.
Customers see the face of the firm through their ______.
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The personal selling done by salespeople may be classified into two types: business to business (B2B) and business to ______.
The personal selling done by salespeople may be classified into two types: business to business (B2B) and business to ______.
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In the pharmaceutical industry, salespeople are mobilized to cover medical practitioners and ______ in a given geographic territory.
In the pharmaceutical industry, salespeople are mobilized to cover medical practitioners and ______ in a given geographic territory.
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Sales support includes account executives, detailers, and medical ______.
Sales support includes account executives, detailers, and medical ______.
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Salespeople can get immediate feedback from customers due to their face-to-face ______ with the buyer.
Salespeople can get immediate feedback from customers due to their face-to-face ______ with the buyer.
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One of the roles of salespeople is to develop new customers or new ______.
One of the roles of salespeople is to develop new customers or new ______.
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Salespeople provide marketplace information about ______ feedback and competition.
Salespeople provide marketplace information about ______ feedback and competition.
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Partnership selling may undoubtedly be the ______ of salesmanship.
Partnership selling may undoubtedly be the ______ of salesmanship.
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Salespeople must be competent, and ______ in order to succeed.
Salespeople must be competent, and ______ in order to succeed.
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This view of selling focuses on identifying the ______ of the customers.
This view of selling focuses on identifying the ______ of the customers.
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Adaptive selling is focused on adjusting to the environment and the ______ during the selling process.
Adaptive selling is focused on adjusting to the environment and the ______ during the selling process.
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Need-satisfaction selling attributes are essential for ______ relationships.
Need-satisfaction selling attributes are essential for ______ relationships.
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A canned sales presentation is often fed to salespeople for uniformity in the delivery of ______.
A canned sales presentation is often fed to salespeople for uniformity in the delivery of ______.
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Resourceful salespersons can easily merge the two selling strategies when they do their ______.
Resourceful salespersons can easily merge the two selling strategies when they do their ______.
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Veteran salespeople often frown upon the practice of ______ selling.
Veteran salespeople often frown upon the practice of ______ selling.
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Flashcards
Customer Intimacy
Customer Intimacy
A business strategy focused on creating close relationships with customers to enhance loyalty and satisfaction.
Role of Customers
Role of Customers
Businesses exist primarily because of their customers; satisfaction and loyalty are crucial for growth.
Attributes of Excellent Salesperson
Attributes of Excellent Salesperson
Specific traits that define what makes a salesperson effective, including good first impressions and grooming.
Career Path in Selling
Career Path in Selling
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Basic Needs in Selling
Basic Needs in Selling
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Higher Order Needs
Higher Order Needs
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Sales Techniques
Sales Techniques
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First Impressions
First Impressions
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Customer Relationships
Customer Relationships
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Active Listening
Active Listening
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Professional Behavior
Professional Behavior
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Product Knowledge
Product Knowledge
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Continuous Learning
Continuous Learning
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Drive to Succeed
Drive to Succeed
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Effective Communication
Effective Communication
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Competitive Salesperson
Competitive Salesperson
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Service Mentality
Service Mentality
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Frontliners of Business
Frontliners of Business
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Customer-Focused Strategy
Customer-Focused Strategy
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Knowledge Emphasis in Sales
Knowledge Emphasis in Sales
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Sales Contribution to Marketing
Sales Contribution to Marketing
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Personal Selling Roles
Personal Selling Roles
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Revenue-Earners
Revenue-Earners
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Need Analysis
Need Analysis
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Canned Selling Script
Canned Selling Script
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Integrated Marketing Communications
Integrated Marketing Communications
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Sales Promotion
Sales Promotion
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Match Finding
Match Finding
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Salespeople's Role
Salespeople's Role
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Personal Selling Types
Personal Selling Types
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B2B Focus
B2B Focus
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B2C Focus
B2C Focus
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Sales Support Roles
Sales Support Roles
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Marketplace Information
Marketplace Information
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New Business Development
New Business Development
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Pharmaceutical Sales
Pharmaceutical Sales
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Partnership Selling
Partnership Selling
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Need-Satisfaction Selling
Need-Satisfaction Selling
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Adaptive Selling
Adaptive Selling
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Customer Commitment
Customer Commitment
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Selling Attributes
Selling Attributes
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Canned Sales Presentation
Canned Sales Presentation
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Sales Process Stages
Sales Process Stages
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Training New Sales Recruits
Training New Sales Recruits
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Study Notes
Selling is Pervasive
- Selling is present in all human endeavors, occupations, and professions requiring contact and engagement with people.
- It's an art requiring practiced skills for excellence.
- It's a science drawing upon applied sciences like psychology and sociology.
The 21st Century: The Age of Selling
- The 21st century is the age of selling, alongside marketing.
- Selling skills are crucial in all aspects of life, from personal interactions to business dealings.
- Selling abilities are applicable in all social strata, from low to high.
- Selling provides opportunities to meet diverse people and learn valuable insights.
Salespeople Under the Lens
- Salespeople are vital to a firm, providing information about products and services to customers and influencing purchases.
- Salesperson roles vary based on the firm's objectives and distribution channel. They may interact with manufacturers, distributors, wholesalers, retailers, or individual consumers.
- Effective salespeople aren't one-type. They are usually highly-motivated, dependable, ethical, knowledgeable, good communicators, flexible, and emotionally intelligent.
- Customer satisfaction is crucial for business success; salespeople are vital for ensuring this.
Attributes of an Excellent Salesperson
- Excellent salespeople are usually visually appealing, groomed, and create a good first impression.
- They listen carefully to customers, seeking to understand their needs before approaching with sales pitches.
- Excellent salespeople behave professionally, focusing positively on their product and avoiding negative remarks toward competing products.
- They possess expert knowledge of their products to address any customer questions.
- They possess a service mentality, putting customer needs first.
Sales Management Lessons from Tide and Nike
- Successful brands, like Tide and Nike, intimately understand their customers.
- They develop strong brand positions.
- They consistently innovate and deliver on promises.
- They effectively communicate their value proposition.
- Their products are readily accessible.
Multiple Roles of Salespeople
- Salespeople are the company's front-line representatives, representing the brand directly.
- Customer interactions via phone or in person are significant, showcasing the company's image.
- Salespeople are vital to brand perception and sales activities.
Contributions of Personal Selling to Marketing
- Salespeople are revenue generators, influencing sales through customer interaction, and providing market insights.
- They meet buyer expectations, matching the company's products/services to customers' needs.
- They are the human element in integrated marketing communications, providing essential feedback and information.
Developing a Selling Strategy
- Selling is similar to combat; a well-defined strategy is essential.
- Sales strategies align with overall marketing plans, incorporating the 4Ps (product, price, place, and promotion).
- Relationship-building and need-satisfaction approaches are crucial for successful selling; these merge effectively to achieve customer success.
The Sales Process: As a Relationship Approach
- Relationship building with customers, leads to long-term customer loyalty and trust.
- Establishing a level of partnership between buyer and seller.
The Sales Process: As a Need-Satisfaction Approach
- Identifying and meeting customer needs through product/service alignment is crucial.
- Adaptive selling adjusts to customer needs and the selling environment.
- Excellent salespeople are analytical, focusing on customer needs and matching products/services.
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Description
Explore the pervasive nature of selling in our lives and its significance in the 21st century. This quiz delves into the skills and roles of salespeople, highlighting the intersection of selling with psychology and sociology. Test your understanding of the essentials of selling and its impact on personal and professional interactions.
