pgs. 213-214When a sales manager provides the salesperson with information about whether a desired outcome was achieved, he/she is using this coaching technique:
a. outcome feedback
.
What is associated with the right as a leader usually as a result of designated organizational roles?
Expert power
is associated with the right to be a leader, usually as a result of designated organizational roles. Reward power is based on the attractiveness of one party to another.
Which of the following are characteristics of sales professionalism?
- Understand the product and its benefits. …
- Know the customer before you pitch them. …
- Have your customer’s best interests in mind. …
- Don’t be too pushy. …
- Don’t try to rush trust. …
- Be friendly. …
- Gain experience within sales. …
- Always have an elevator pitch.
Which of the following is an advantage of a straight commission compensation plan?
It
provides more nonfinancial kickbacks for a salesperson to work hard
. It ties a salesperson’s compensation directly to his or her performance. … Salespeople on straight commission have immense loyalty toward their companies Salespeople on straight commission are highly willing to monitor customer service programs.
When critiquing training alternatives all the following criteria should be established for preliminary screening except the?
When critiquing training alternatives, all the following criteria should be established for preliminary screening except the:
popularity of the form of training.
What is legitimate power Example?
Legitimate power is power that comes from one’s organizational role or position. For example,
a boss can assign projects
, a policeman can arrest a citizen, and a teacher assigns grades.
What are the 7 types of power?
- Legitimate Power. …
- Coercive Power. …
- Expert Power. …
- Informational Power. …
- Power of Reward. …
- Connection Power. …
- Referent Power.
What are the 7 steps of personal selling?
The personal selling process is a 7 step approach:
prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up
. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step.
What are the most important sales skills?
- Confidence – maintaining a positive attitude.
- Resilience – communicating with conviction.
- Active listening – understanding the customers’ needs.
- Rapport building – selling your personality.
- Entrepreneurial spirit – continual self-improvement.
What is the golden rule of selling?
The golden rule salesperson focuses on one thing:
doing right by the client
. This focus on the client’s needs supersedes the salesperson’s desire for income or ego gratification.
What is straight commission?
Straight Commission is
calculated to be the person’s wage based solely on sales
. Example: … Graduated Commission is calculated into a person’s pay in addition to his/her regular salary or wage.
Why is understanding quotas important to salespeople?
Not only do sales quotas play an important role in
sales forecasting and monitoring rep activity
, they also set expectations and motivate sales reps to hit a given level of activity. Managers can also use sales quotas to learn more about their team’s productivity, success rate, and optimal sales processes.
What is an advantage of a geographical sales organization?
A geographical structure can offer several operational and strategic advantages, including:
close communication with local customers
.
strong collaborative teams at each location
.
the ability to better serve local needs and tailor their approach to the local market
.
What is the final step in the sales training process?
Closing
. In the closing stage, you get the decision from the client to move forward. Depending on your business, you might try one of these three closing techniques.
What is the first step in the process of selecting a candidate for a sales position?
General steps in the salesperson selection process include (1)
initial screening
, (2) reference checking, (3) in-depth interviewing, (4) employment testing, (5) follow-up interviewing, and (6) making the selection. In selecting salespeople, several tools are used to screen and eliminate undesirable recruits.
What essential quality will Roni need to have to be successful in sales?
What essential quality will Roni need to have to be successful in sales? She will
need to enjoy interacting with potential customers and customers
.
