Selling and Sales Management Test 1

What are the four characteristics of a brand?
1. Unique
2. Consistent
3. Relevant
4. Emotional Connection
What is the function of sales within an organization?
To sell “with” a customer, find and reach new ways to see through the customer’s eyes. Customer service. Sales pays for the entire company – supports average of 12.9 other jobs in the company. Turn interested customers into purchasers.
What are the important characteristics when selling your brand?
Leadership skills, academic achievement, work experience
Why is trust important in sales?
As a salesperson, understand your customer’s fear of buying and replace it with comfort, trust, and confidence—in you.
Why is it important to think about the opportunity, versus what you get out of it?
What is the “Golden Rule” of selling?
“Sell unto others as you would
have them sell unto you.”
What types of compensation are there in sales?
What is consultative selling and how is it different from transactional selling?
A transactional sale is where the customer’s needs are met at an operational level and there is no relationship formed
A consultative sale is where there is a long term or on going relationship between the seller or buyer, where the sales person provides ideas and solutions to the customer based on the customers needs.
What is lifetime value and why is it important?
It means that you consider not just one transaction with a customer, but also the help and insight you can provide throughout the entire time frame during which you do business with him.
What is networking and why it is important?
Networking is about exchanging value, not collecting business cards. It’s best to begin networking even before you are looking for a job so you can get to know people and provide value to them; it will help you when you begin your job search.
•Online professional social networks such as LinkedIn, Plaxo, and other networking sites including Facebook and Twitter can help you expand your network and build relationships with many people who might be able to help put you in touch with the right people.
What are some social networks used by sales professionals?
LinkedIn. Facebook, Twitter. Jobster, Ryze, ZoomInfo, Plaxo.
Why is adaptive selling critical for a sales person to master?
Adaptive selling occurs when a salesperson adapts, changes, and customizes her selling style based on the situation and the behavior of the customer.
Adaptive selling allows you to truly listen, understand the customer’s needs, and then adapt your conversation and presentation accordingly.
What is ethical behavior?
A situation in which options are presented which may be right or wrong.
Why is your reputation important?
Your overall character as judged by other people is your reputationOverall character as judged by other people.
Consider some celebrities who have had unethical acts negatively impact their reputation: Tiger Woods, known as one of golf’s greats has been reduced to tabloid fodder since the news of his extramarital affairs.
What is an example of personal values?
Values provide your personal compass and your direction in life. When something is not in line with your values, you feel unhappy and dissatisfied.
Many people feel passionately about their values and want to have their environment align with their values. Examples of this are evident during political elections when people take sides on issues such as education, health care, and other social issues that reflect personal values.
What is the purpose of a personal mission statement?
It is a brief, but broad statement of who you are and what you want to accomplish.
It is important, because it provides you with a concrete sense of direction and purpose, summarized in relatable words. Easy to recall.
Discuss the ways to demonstrate active listening?
Use active listening
Ask questions
Take notes
Should you write a thank you-note in sales?
Yes, Because it lets the person you have have responsibilities and are welling to go out of your way to thank them for a job they did for you.
What are the differences between B2B and B2C purchases?
Comparison of B2C and B2B Buying Decisions

B2C Buying Decision/ B2B Buying Decision
Impulsive/ Methodical
Simple/ Complex
May or may not be budgeted/ Budgeted
Low risk/ High risk
Individual decision/ Coordinated decision with buy-in and approval from many people
May or may not include some research/ Analytical including cost-benefit analysis.

Is B2B buying decisions rational? Why or why not?
False. B2B decisions are dominated by emotions, especially trust and fear.
What are the steps in the buying process?
1. Recognizing the need
2. Defining the need
3. Developing the specifications
4. Searching for appropriate suppliers
5. Requesting proposals
6. Evaluating proposals
7. Making the buying decision
8. Post purchase evaluation
Describe FAB and how it is used in the selling process? Could you develop a FAB on the spot?
(feature, advantage, benefit) message into focus.

Help you tell the details about your brand and will help you tell your “stories” about your experience and accomplishments during your interviews.

What are the steps in the selling process?
Prospecting, Preapproach, Approach, Presentation, Overcoming Objections, Close, Follow Up.
Why do sales people qualify leads before they call them?
Qualifying helps save time so you don’t waste time calling on people who don’t have the time, money, or authority to purchase your product or service.
What is the sales funnel?
Sales process that begins with a large pool of prospects, and then a smaller pool of leads, then finally the smallest pool of customers.
What is an example of an objection? How would you overcome this objection?
After you’ve made your sales presentation, it’s natural for your customer to have some hesitations or concerns called objections. Good salespeople look at objections as opportunities to further understand and respond to customers’ needs.
What is the difference between a lead and a prospect?
A lead A potential buyer for a product or service that has not yet been qualified. is a potential buyer. A prospect is a lead that is qualified or determined to be ready, willing, and able to buy.
How has each guest speaker supported sales knowledge?
How do you remember someone’s name?