JMM 313 Exam 1 UPDATED ACTUAL Questions and CORRECT
Answers
What is sales? "the activity related to selling or the amount of goods and services sold in a
given time period"
what is media sales? "the phrase 'media sales' is used to describe the selling of space in any
communication platform", such as:
- newspapers
- magazines
- outdoor billboards & screens (OOH)
- event sponsorship
- commercial radio
- television
- online / digital
5 basic principles of selling 1. selling is 60 percent listening and 40 percent talking
2. a sales message consists of two sentences:
- why your customers hire you
- why do you do what you do better than anyone else
3. customers care about their business, not about you
4. your reputation always precedes you
5. selling is all about relationship building
(memorize three)
What does a salesperson do? 1. to get results for customers
2. to develop new business
3. to retain and increase new business
4. increase customer loyalty
3 types of buyers 1. prospects
2. customers
3. partners
Modern sales process 7 steps:
1. preparation
2. prospecting
3. discovery
4. share value
5. proposal
6. closing
7. customer success
4Ps in selling 1. promise
2. picture
3. proof
4. pitch
, Informal sales steps 1. shut down distractions
2. stick to your list
3. take breaks
4. skip meetings
5. recap your day
(know 3)
Types of strategies 1. the AESKOPP system
2. enterprise selling
3. transactional selling
4. relationship selling
5. collaborative selling
6. social selling
(know 3)
the AESKOPP system success in selling requires:
Attitude
Emotional intelligence
Skills
Knowledge
Opportunities
Preparation
persistence
AESKOPP core competencies - building blocks that linked together lead to successful performance on that
element
- competencies are subject to change depending on the media selling job
involved
. local television selling might require knowledge of local retail environment
and ad agencies vs People magazine you would need national advertising
knowledge, the product, and have excellent relationships with advertising
agencies
Enterprise strategy - build relationships with multiple stakeholders
- find and connect with key decision makers
- create case studies to demonstrate value
- prepare for a lengthy sales cycle
- customize your solution and demos
- put extra effort into onboarding process
(know what it means)
transactional strategy - focus on achieving quick sales
- no significant attempt to form long term customer relationships
- more common for a business that offers a fairly generic product or service
- sales rep is primarily concerned with the promotion and selling of the
product
- little or no emphasis on customer needs
- all about the single sale
(know definition)
Answers
What is sales? "the activity related to selling or the amount of goods and services sold in a
given time period"
what is media sales? "the phrase 'media sales' is used to describe the selling of space in any
communication platform", such as:
- newspapers
- magazines
- outdoor billboards & screens (OOH)
- event sponsorship
- commercial radio
- television
- online / digital
5 basic principles of selling 1. selling is 60 percent listening and 40 percent talking
2. a sales message consists of two sentences:
- why your customers hire you
- why do you do what you do better than anyone else
3. customers care about their business, not about you
4. your reputation always precedes you
5. selling is all about relationship building
(memorize three)
What does a salesperson do? 1. to get results for customers
2. to develop new business
3. to retain and increase new business
4. increase customer loyalty
3 types of buyers 1. prospects
2. customers
3. partners
Modern sales process 7 steps:
1. preparation
2. prospecting
3. discovery
4. share value
5. proposal
6. closing
7. customer success
4Ps in selling 1. promise
2. picture
3. proof
4. pitch
, Informal sales steps 1. shut down distractions
2. stick to your list
3. take breaks
4. skip meetings
5. recap your day
(know 3)
Types of strategies 1. the AESKOPP system
2. enterprise selling
3. transactional selling
4. relationship selling
5. collaborative selling
6. social selling
(know 3)
the AESKOPP system success in selling requires:
Attitude
Emotional intelligence
Skills
Knowledge
Opportunities
Preparation
persistence
AESKOPP core competencies - building blocks that linked together lead to successful performance on that
element
- competencies are subject to change depending on the media selling job
involved
. local television selling might require knowledge of local retail environment
and ad agencies vs People magazine you would need national advertising
knowledge, the product, and have excellent relationships with advertising
agencies
Enterprise strategy - build relationships with multiple stakeholders
- find and connect with key decision makers
- create case studies to demonstrate value
- prepare for a lengthy sales cycle
- customize your solution and demos
- put extra effort into onboarding process
(know what it means)
transactional strategy - focus on achieving quick sales
- no significant attempt to form long term customer relationships
- more common for a business that offers a fairly generic product or service
- sales rep is primarily concerned with the promotion and selling of the
product
- little or no emphasis on customer needs
- all about the single sale
(know definition)
