Term
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Definition
| Prices are negotiated due to quantity being purchased, shipping, future business, etc. |
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Term
| Negotiation vs Non-negotiation |
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Definition
| Prices are set in a non-negotiation sell. often times larger businesses and corporations are involved in negotiation selling. |
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Term
| Planning for negotiation sales... |
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Definition
| Location, time allotment, and objectives. |
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Term
| How do you set objectives? |
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Definition
| Target position, minimum position, opening position, adaptive planning and brainstorming methods. |
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Term
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Definition
| If the company is big enough, then anything. |
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Term
| The five conflict handling modes are: |
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Definition
| Competing, Accommodating, Avoiding, Compromising, and Collaborating. |
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Term
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Definition
| Good guy-bad guy routine, low-balling,emotional outbursts, budget limitations tactics, browbeating, etc. |
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Term
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Definition
| Combined total of all future sales. |
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Term
| Relationships between buyers and sellers: |
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Definition
| Market Exchanges and partnerships |
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Term
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Definition
When only each party is concerned about their own benefit.
Two types: Solo and functional. |
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Term
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Definition
| It is a one time exchange typically and based on money. |
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Term
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Definition
| Long-term relationships where both simply care about the business, not building a relationship. Customer satisfaction is involved |
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Term
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Definition
| There are two types: Relational and strategic. Both parties are concerned about each others welfare and developing a win-win scenario. |
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Term
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Definition
| Friendships and creating a long term business where they are trying to help each other. |
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Term
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Definition
| Long-term and they invest in each other so much to take risks often times to expand the partnership. |
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Term
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Definition
| Purchasing of the same product from the same vendor over time. |
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Term
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Definition
| Is an emotional loyalty to a brand. EX: My dad with Coke or me with Nike |
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Term
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Definition
| Mutual trust, open communication, common goals, commitment to mutual gain and organizational support. |
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Term
| How do you choose the right relationship? |
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Definition
| Size, access, image and access to innovation |
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Term
| Phases of relationship development: |
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Definition
| Awareness, exploration, expansion, commitment, and dissolution |
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Term
| Key factors to exploring a customer relationship... |
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Definition
| Set the right expectations, monitor order processing,ensure proper use of product/service, follow up and handle customer complaints. |
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Term
| How do you handle customer complaints? |
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Definition
| Encourage buyers to tell their story, determine the facts, offer a solution, follow through with action and achieve customer satisfaction. |
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Term
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Definition
| Generate repeat orders, upgrade, go to full-line selling, and begin cross selling |
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Term
| What are the key factors to customer commitment? |
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Definition
| Securing a partnership, it must be a complete commitment, communication, corporate culture and use the salesman as a change agent. |
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Term
| What roles does a salesman play as a change agent? |
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Definition
| Champions, positioning change, determining necessary resources and developing a time-based strategy. |
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Term
| What causes dissolution in a relationship? |
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Definition
| Limited personal relationships, failing to monitor competitor actions, failing to monitor the industry, falling into complacency, and conflict. |
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Term
| Why is time so valuable to salesman? |
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Definition
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Term
| What are steps to goal setting as a salesman? |
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Definition
| Making sure they are SMART goals. Set them, design strategies for achievement,implement time frame and then evaluate yourself. |
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Term
| What are the types of goals salesmen set? |
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Definition
| Performance goals, activity goals, and conversion goals. |
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Term
| Why is allocating resources important? |
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Definition
| To be the most effective and the most efficient. |
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Term
| What are the factors of allocation? |
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Definition
| Physical resources that need allocating, where to allocate resources and account classification and resource allocation. |
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Term
| Analysis methods for allocating... |
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Definition
| ABC analysis and grid analysis. |
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Term
| Factors of time management for salesmen: |
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Definition
| Guidelines, planning process, making more calls, and handling paperwork and reports. |
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Term
| How does a salesman evaluate their performance? |
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Definition
| Post-call, activity, performance and productivity. |
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Term
| What is the role of a salesman? |
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Definition
| Sell the product to the customer, but also sell the customers' needs to the company. |
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Term
| Which areas in a company are important to salespeople? |
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Definition
| Manufacturing, administration, shipping, customer service, marketing and sales. |
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Term
| What are the roles of a sales executive? |
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Definition
| Size and organization of the sales force, forecasting, expense budgets, control and quota setting, compensation and evaluation. |
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Term
| What are the roles of a field manager? |
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Definition
| Evaluating performance and training. |
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Term
| What are the types of sales professionals? |
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Definition
| Geographic, account,product specialists, inside vs outside and sales teams. |
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Term
| What are the two types of resumes? |
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Definition
| Conventional and functional |
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Term
| What factors go into understanding your needs in a job? |
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Definition
| Structure, motivation, stress/rejection and interest. |
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Term
| How do you understand what you have to offer a company? |
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Definition
| Through skills, knowledge and qualities. |
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Term
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Definition
| Life history with education, work experience and activities. |
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Term
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Definition
| This deals with qualities and experience. |
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Term
| How do you gain an interview? |
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Definition
| Use personal contacts, use employment postings, respond to postings and writing the cover letter. |
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Term
| What are the different types of interviews? |
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Definition
| Disguised interviews, stress interviews, panel interviews and group interviews. |
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Term
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Definition
| Knowledge, skills, and abilities. |
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Term
| What are the different types of stress? |
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Definition
| Situational and felt stress. |
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