old selling correct answers "walking brochure"
new selling correct answers idea of intelligence
how people do new selling with intelligence correct answers -adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consult...
mar 3400 exam 1 || with Accurate Answers 100%.
old selling correct answers "walking brochure"
new selling correct answers idea of intelligence
how people do new selling with intelligence correct answers -adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consultant in business advisor
*emotional awareness correct answers identify emotions, yours and others
reading non-verbal clues
*key to authentically connecting
*managing emotions correct answers maintaining control
responding appropriately
keep emotions in check- when being rejected
*reasoning with emotions correct answers harness and apply emotions
apply to problem solving
focus and direct thinking
curiosity correct answers curious ab customer, ask lots of questions
3 guidelines of sales correct answers 1. always be improving
2. never stop learning
3. develop yourself professionally
Two important parts of the way we present ourselves correct answers -The way we dress and
present ourselves physically ; simplicity, appropriateness, quality
-Pay attention to non-verbal messages; tone, volume, speed, posture & gestures, eye contact, pay
attention to body entrance and carriage, communicate with confidence, effective handshake
how to build trust with client correct answers always put clients interest first
factors impacting trust correct answers -trust is established when buyers know you wont take
advantage of their vulnerability
- trust grows when you do what you say you're going to do
, - relationship trust; grows slowly, declines quickly, protect it and don't take advantage of it,
fulfill obligations
*service-focused perspective correct answers Human side of selling!
-maximizing the value your prospects and clients receive from their interactions with you
- companies do not buy, people do and price doesn't sell, people do
two ideas in ethics correct answers -Ethics in health of your career; your reputation is not a secret
- employer and customers will begin to not trust you if you fail to maintain ethical issue
-Personal damage; when you begin to lose respect for yourself it's a much greater loss
what are ethics correct answers Ethics are the principles governing behavior of an individual or a
group. These principles establish appropriate behavior, indicating what is right and wrong
main point of companies ethics correct answers develop your own code of ethics so you know
how to act correctly
how to grow customers correct answers -investing in relationship building activities with clients
outside of the office
-sales-focused organizations allocate a portion of their budget to socially engage current
customers and future prospects; 6% expenditures
ex of client abuse correct answers when stepped away from table client orders every expensive
bottle
to avoid any abuses correct answers -set limit, time and budgets
-estavlish expectations with the prospect
-communicate with management
-talk to server/bartender before
-know difference between socializing and entertaining
- do not drink excessively
-use entertainment to strengthen relationship, NOT establish one!
factors that can affect ethical behavior correct answers goals
location
people
money
achievements
ethics and client relations correct answers -persuasion vs manipulation
-gifts vs bribes
-entertainment
-special treatment
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 EFT, 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 this summary from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller FullyFocus. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy this summary for R198,55. You're not tied to anything after your purchase.
