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| Question | Answer |
| The top five hardest jobs to fill in the US | Sales Representatives |
| What is the competitive edge for sales? | How your TREAT your customers |
| The one thing your competitors can not take away from you is what? | Your RELATIONSHIP with the customers |
| The majority of your success in life depends on what? | Your ability to communicate and manage personal relationships |
| How can you change a person's behavior? | Changing your attitude toward them. |
| Define Selling. | Selling is the personal communication of information to persuade a prospective customer to buy something which satisfies that person's needs. |
| One word meaning of sales. | WORK |
| Two word meaning of sales. | WORK HARD |
| A crucial part of the business marketing effort. | Personal Selling. |
| Personal Selling relies heavily on interpersonal interactions between who? | Buyers and sellers. |
| Who must initiate and enhance customer relationships? | Sellers |
| A significant advantage over most other forms of marketing communications. | Feedback |
| Trust-based selling involves what? | Customer oriented, honest/ trustworthy, dependable, unique |
| Must meet customer needs. | Customer Strategy |
| Define Trust-Based Selling. | Focuses on solving customer problems, providing opportunities and adding value to customer's business over time. |
| Define Customer Value. | Determined by customers' perception of what they get in exchange for what they have to give up. |
| The six characteristics of sales as a profession. | -profession is a learned pursuit performed for the public good. -common language. -accumulated body of knowledge. -systematic method of procedures -set of professional skills -code of ethics -autonomy/ public trust |
| The most important characteristic of sales as a profession. | Code of Ethics |
| Benefits of sales as a career. | attractive salary and benefits, opportunities for advancement, independence, challenging and mobility |
| Disadvantages of career in sales. | Stressful Doesn't have great reputation Face rejection from prospective customers May be short-lived if not productive |
| Selling products such as investments, insurance, real estate, advertising and consulting | service |
| Selling products to consumers for personal, non-business use. | Retail |
| Selling products to middlemen who in turn re-sell products to other firms. | Wholesale |
| Selling for the company who makes the product. | Manufacturer's Representative |
| Functions of a salesperson. | -territory manager -provides solutions to customer's problems -provides service to customers -sells to current and new customers -helps customers re-sell products -builds goodwill with customers -provides company with market/ competitor information |
| Skills required in sales. | -information gathering -listening and questing -competitive/ goal oriented -optimistic outlook -knowledge of job and products -time management -strategic problem solving -willingness to provide good customer service -physical and mental conditioning |
| 7.5 classic steps to goal setting and achievement | 1. identify it 2. date it 3. list obstacles you will have to overcome 4. list groups and people to contact who will work with you and help you 5. make a list of skills and knowledge 6. make an action plan 7. list of benefits of goal achievement 7.5 take action every day |
| Average age of salesperson | 33 |
| What percent of salespeople attend or graduate college? | 81% |
| How many have a graduate degree? | 9% |
| Average length of service. | 6.3 years |
| Types of Pay: | 20% salary 30% commission 50% combination |
| Experienced sales people make? | 80,000 |
| Training lasts how long? | 3 months on average |
| Sales calls cost how much? | 100-350 |
| How many sales calls per day? | 6.5 |
| Average hours a salesperson spends per week in selling activities. | 41 hours, plus additional 10 hours per week |
| Define B2B. | The exchange of products, services or information between businesses rather than between businesses and consumers. |
| The sales cycle. | 1. prepare for call 2. perform needs analysis 3. present strategy and fulfill needs 4. after call follow up 5. close the sale |
| The main focus in selling. | Focus on solving customer problems |
| Main function of a salesperson. | Provide solutions to customers' problems |
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