BSP 322 Exam 3 with correct answers 2024

How can a salesperson know if he or she has enough information to make a sales call? - answers-- strike a balance between time spent preparing for the sales call and time spent making the sales call. - example, marine corp, is if you've got 70% of the information and feel 70% confident then act! A salesperson open his sales presentation with a prospect by talking about another customer who recommended the prospect to him. In this example, what opening does the salesperson employ and is it or is it not an effective way to open a presentation? Why or Why Not? - answers-- referral opening. - effective opening because salesman established credibility before presentation began - get permission from the person who referred you to prospect and always tell the truth. Within a prospects company, who is likely to be a rich source of information and why? - answers-- receptionists, rich source of information within a prospects company. - be courteous/they are used to being pressed for information. - Limit questions asked to the receptionist and justify all of the questions asked. Differentiate between a person who is the focus of receptivity, the the focus of dissatisfaction and the focus of power - answers-- Focus of receptivity- person who will listen receptively and provide a seller with valuable info - Focus of dissatisfaction- person most likely to perceive problems and dissatisfactions - Focus of Power- The person who can approve or prevent or influence an action. Getting to the focus of power too quickly can lead to disaster because the seller has not yet built a relationship and does not know the buyer's needs. Name 3 reasons, per Castleberry, a salesperson should use verbal probing in a sales call/ meeting? - answers-1. Allows the salesperson to stop talking/encourages two-way conversation 2. see whether the buyer is listening and understanding 3. May show that the prospect is uninterested in what the salesperson is talking about Imagine that you sell display units and store fixtures to retailers. You are getting ready to call on a toy store retailer and you want to use the SPIN technique. Prepare one of each type of questions that would be appropriate for you to use in the sales call/meeting? - answers-- Situation question: What's your position in the company? - Problem Questions: How often do your display fixtures break? - Implication questions: When they break, how long does it usually take for the manufacturer to solve the problem - Need payoff question: if I could provide a product that guaranteed zero malfunctions would you be interested What does SPIN stand for and what does each element mean in relation to the sales process - answers-- Situation, problem, implication, and need payoff questions - Helps the prospect identify unrecognizable problem area - situation question/ better understand the prospects current situation o These questions answered in pre call info and planning - problem questions/ discover the problem the prospect has - implication questions/ show the prospect that the problem they admitted they had has serious ramifications and needs to be solved - Need payoff questions/ centered around the solution rather than the problem - If the prospect does not respond positively to the need payoff question, than the salesman hasn't recognized a problem worth solving for the prospect Name 5 things a salesperson must do to make a good first impression and briefly discuss why they are important - answers-1. Well groomed and smile 2. Enter confidently with erect posture, lengthy stride, and a lively pace 3. Say "Thanks for seeing me" 4. Observe the prospects behavior and modify/mimic if necessary Remember the prospects name and perfect pronunciation Why do salespeople need to ask both open and closed questions during a sales call/meeting? - answers-- Open questions: require the prospect to go beyond a simple yes or no answer/share a deal of useful information - Closed questions: require a simple yes or no answer - Both questions are important/open questions help to paint the broad strokes situation - Closed questions help zero in on specific problems What are the Four A's and what does each element represent in the sales process? - answers-- Acknowledgement- Seller acknowledges the buyer by greeting, welcoming, and building trust. - Acquire-Next seller acquires information from the prospect via a needs analysis and a summary analysis. - Advise- Advising comes next when the seller narrows choices to specific options, sells benefits of those options, watches for buying signals, and asks for the order. - Assure-Finally the seller assures the buyer after the sale by enhancing satisfaction. Name four "pitch types" from Daniel Pink's Chapter 7 and describe each accordingly - answers-1. Rhyming pitch: a short phrase containing rhyming as a pitch/rhyming boosts processing fluency which makes it easier to make sense of stimuli 2. Twitter Pitch: create a concise pitch in less than 140 words that successfully illustrates their message/were more successful if they asked a question, provided information or links, or self-promoted providing useful information. 3. One-word pitch: simplistic pitch narrowed down to one word to demand discipline and force clarity. help the company or product develop a brand surrounded by one-word pitch 4. Pixar pitch: short narrative consisting of 6 sentences/ Describe the elements of Daniel Pink's Pixar Pitch and discuss why this "pitch type" is so important to sales? - answers-- The Pixar Pitch involves a narrative DNA that has deep storytelling and 6 sequential sentences. - Once upon a time ______________________________. Every day, _______________. One day _________________________. Because of that, ___________________. Because of that, _______________________. Until finally ___________________. This six-sentence format is both appealing and supple. It allows pitchers to take advantage of the well-documented persuasive force of stories—but within a framework that forces conciseness and discipline. The art of storytelling is essential for a reputable salesman. According to Daniel Pink, what does the theater and sales have in common? - answers-- There is no possible way that he asks this question..... - Theater and sales are very similar because they both take guts. - Salespeople pick up a phone and call strangers; actors walk onto stage in front of them - Improvisational theater and sales both require you to listen closely and "Hear Offers" - Improvisational theater and sales both are at an advantage when saying "Yes and" instead of "Yes but" - Improvisational theater and sales are both extremely both successful when you "make your partner look good"