IDIS 240 EXAM 3 - EVAN VESTAL - SPRING 2022 UPDATED ACTUAL
QUESTIONS AND CORRECT ANSWERS
Steps of the Selling Process*** - Attention
- Discovery
- Solution
- Commitment
Attention - Getting the other person's mind off what it is on and focused on YOU
- Getting the other person to see the value of spending time with YOU
Discovery - Purpose - uncover problems (needs, concerns, something that needs to be
corrected)
- Find something that you can provide a solution to
Solution - Providing solutions to the buyer's problems
- Selling solutions over products
- KEY is to relate your products to a solution for the customer's problem
Commitment - Asking for the business
- Most common mistake in sales is not asking for business
- The beginning of a relationship (no maidens (?))
Definition of Selling - Successful selling should be centered on understanding your customers first
- Then, deploying a common/replicable process to create and manage
opportunities and manage key customer relationships
What is the most common mistake most salespeople Not asking for business
make during the selling process?
, Principles of Effective Communication*** - Before telling someone something, give them a reason to listen
- Encourage the other person to talk to get them involved in the conversation
- People don't care how much you know, until they see how you can benefit them.
Got to give to receive.
- When making a point, end your statements with questions to gain confirmation
and maintain control and continuation of the conversation: Question -> Answer ->
Discussion
Distribution "101" - Distributor sells a product
- Customer demands a product
- Distributor delivers it to the customer
QUESTIONS AND CORRECT ANSWERS
Steps of the Selling Process*** - Attention
- Discovery
- Solution
- Commitment
Attention - Getting the other person's mind off what it is on and focused on YOU
- Getting the other person to see the value of spending time with YOU
Discovery - Purpose - uncover problems (needs, concerns, something that needs to be
corrected)
- Find something that you can provide a solution to
Solution - Providing solutions to the buyer's problems
- Selling solutions over products
- KEY is to relate your products to a solution for the customer's problem
Commitment - Asking for the business
- Most common mistake in sales is not asking for business
- The beginning of a relationship (no maidens (?))
Definition of Selling - Successful selling should be centered on understanding your customers first
- Then, deploying a common/replicable process to create and manage
opportunities and manage key customer relationships
What is the most common mistake most salespeople Not asking for business
make during the selling process?
, Principles of Effective Communication*** - Before telling someone something, give them a reason to listen
- Encourage the other person to talk to get them involved in the conversation
- People don't care how much you know, until they see how you can benefit them.
Got to give to receive.
- When making a point, end your statements with questions to gain confirmation
and maintain control and continuation of the conversation: Question -> Answer ->
Discussion
Distribution "101" - Distributor sells a product
- Customer demands a product
- Distributor delivers it to the customer
