sales force exam 1
key roles of salespeople - answer financial contributors, change agents, communication
agent, customer value agent
financial contributors - answer revenue production - "bottom line"
change agents - answer stimulate sales cycle and help customers reach buying
decisions asap
communication agent - answer responsible for communication of products and services
customer value agent - answer helping create, communicate, deliver, and increase
customer value
defining a "world class" salesperson - answer personally accountable
understand our business
be on our side
easily accessible
solve problems
innovative in responding to our needs
core competencies of successful salespeople - answer has written goals, follows goals,
consistent prospecting, discovering why prospects buy, qualifies prospects, controls
emotions, can talk about money, listening skillz
criteria for adding customer value - answercustomer/market knowledge, coordination,
efficiency, strategic alignment, trustworthiness
mental states selling - answerAICDA - attention, interest, conviction, desire, action (the
salesperson leads the customer through the stages in the buying process)
personal selling techniques - basic vs. complicated - answermental state selling > need
satisfaction selling > problem solving selling
need satisfaction selling - answercustomers will be motivated to buy in order to satisfy
particular needs - help become aware of their needs
problem solving selling - answerdevelops solutions for satisfying customer needs
SPIN selling - answersituation, problem, implication, need-payoff
key roles of salespeople - answer financial contributors, change agents, communication
agent, customer value agent
financial contributors - answer revenue production - "bottom line"
change agents - answer stimulate sales cycle and help customers reach buying
decisions asap
communication agent - answer responsible for communication of products and services
customer value agent - answer helping create, communicate, deliver, and increase
customer value
defining a "world class" salesperson - answer personally accountable
understand our business
be on our side
easily accessible
solve problems
innovative in responding to our needs
core competencies of successful salespeople - answer has written goals, follows goals,
consistent prospecting, discovering why prospects buy, qualifies prospects, controls
emotions, can talk about money, listening skillz
criteria for adding customer value - answercustomer/market knowledge, coordination,
efficiency, strategic alignment, trustworthiness
mental states selling - answerAICDA - attention, interest, conviction, desire, action (the
salesperson leads the customer through the stages in the buying process)
personal selling techniques - basic vs. complicated - answermental state selling > need
satisfaction selling > problem solving selling
need satisfaction selling - answercustomers will be motivated to buy in order to satisfy
particular needs - help become aware of their needs
problem solving selling - answerdevelops solutions for satisfying customer needs
SPIN selling - answersituation, problem, implication, need-payoff
