Exam (elaborations)
Sales Final Exam Questions and Complete Solutions Graded A+
- Course
- Institution
Sales Final Exam Questions and Complete Solutions Graded A+
[Show more]
Content preview
Sales Final ExamQuestions and Complete
Solutions Graded A+
fundamental purpose of marketing - Answer: creating value
sales process overview - Answer: 1. understanding customer value
2. creating and communicating customer value
3. delivering and increasing customer value
basic sales process - Answer: - prospect for leads
- set up an appointment
- qualify the prospect/uncover needs of prospect
- make your presentation
- address prospect's objections
- close the sale
prospecting - Answer: designing sales inventory
characteristics of good prospect - Answer: begins with locating a lead, a person or an organization that
may or may not have what it takes to be a true prospect
questions to ask when prospecting - Answer: - Does the lead have want or a need that purchase of my
products or services can satisfy?
- Does the lead have the ability to pay?
- Does the lead have the authority to buy?
, - Can the lead be approach favorably?
- Is the lead eligible to buy?
Can the lead be approached favorably? - Answer: some leads with a need, the ability to pay, and the
authority to buy may still not qualify as prospects because they are not accessible to the salesperson
Is the lead eligible to buy? - Answer: Eligibility is an equally important factor in finding a genuine
prospect
Other criteria with prospecting - Answer: Relevant questions to consider include, when does the
prospect's contract with our competitor expire? And is a purchase decision really pending? How do we
know? Still other firms look at the long-term potential of developing a partnership with a lead?
How and where to obtain prospects - Answer: prospecting sources and methods vary for different types
of selling
Endless-chain method - Answer: sales representatives attempt to get at least one addition lead from
each person they interview
referral lead - Answer: the name of a lead provided by either customer or a prospect and it is generally
considered the most successful lead
center-influence method - Answer: the salesperson cultivates a relationship with well-known, influential
people in the territory who are willing to supply the names of leads
ways to market - Answer: -networking
-internet
-ads, direct mail, catalogs, and publicity
-shows, fairs, and merchandise markets
-seminars
-lists and directories
-cold calling
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller YourExamplug. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $14.49. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
77254 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now