IDIS 330 exam 1 (ch 1-4 + note packet)
questions & answers11
In the sales world... - ANSWERS-planning is something that should occupy more of the sales
professional's time than the actual process of selling
Knowing the Goal - ANSWERS-- planning is critical
- what we are working on with our clients might make us plan different
Sales Objective - ANSWERS-- goal for a given call that moves us closer to a decision with the
client
Accomplishing the Pre-Work - ANSWERS-- brief search on the internet or local newspaper
archives
- call other sales representatives
- knowing about industry trends
- trade journals
- asking current clients
- talking to competitors
- talking to non-direct vendors
Having a Clear Message - ANSWERS-- begins with thinking through the process of what you are
going to say and not say + what you want the client to hear
- what we say and what the client hears are two different things
, Understanding the Response - ANSWERS-- preparing to understand means listening beyond the
words
- need to understand not only the business environment but the individual's response in
reference to the company as well
Key Drivers in Understanding Clients Responses - ANSWERS-- buy point of the individual in
client's business
- client personality
- financial application of product/service
- product/service itself
Beginning a Sales Call - ANSWERS-1. What you are selling and what the prospective client is
buying are two different things.
2. Begin introductory conversations with clients and prospective clients by talking in terms of
THEIR interests, not yours.
3. Don't promise too much too quickly
Choice of Words (COW) - ANSWERS-stay away from:
- interested
-appointment
- hint phrases (i.e I'd like to, I want to, I need to, I was hoping to)
- deal
- honest
Benefit Statement - ANSWERS-- determine what the client whats to hear
questions & answers11
In the sales world... - ANSWERS-planning is something that should occupy more of the sales
professional's time than the actual process of selling
Knowing the Goal - ANSWERS-- planning is critical
- what we are working on with our clients might make us plan different
Sales Objective - ANSWERS-- goal for a given call that moves us closer to a decision with the
client
Accomplishing the Pre-Work - ANSWERS-- brief search on the internet or local newspaper
archives
- call other sales representatives
- knowing about industry trends
- trade journals
- asking current clients
- talking to competitors
- talking to non-direct vendors
Having a Clear Message - ANSWERS-- begins with thinking through the process of what you are
going to say and not say + what you want the client to hear
- what we say and what the client hears are two different things
, Understanding the Response - ANSWERS-- preparing to understand means listening beyond the
words
- need to understand not only the business environment but the individual's response in
reference to the company as well
Key Drivers in Understanding Clients Responses - ANSWERS-- buy point of the individual in
client's business
- client personality
- financial application of product/service
- product/service itself
Beginning a Sales Call - ANSWERS-1. What you are selling and what the prospective client is
buying are two different things.
2. Begin introductory conversations with clients and prospective clients by talking in terms of
THEIR interests, not yours.
3. Don't promise too much too quickly
Choice of Words (COW) - ANSWERS-stay away from:
- interested
-appointment
- hint phrases (i.e I'd like to, I want to, I need to, I was hoping to)
- deal
- honest
Benefit Statement - ANSWERS-- determine what the client whats to hear
