sales exam 3 UPDATED ACTUAL QUESTIONS AND CORRECT
Answers
presentation stratagies • Informative strategy
• Persuasive strategy
• Reminder strategy
Technical vs persuasive communications Technical Communication :Impersonal, objective,Intellectual response,
Emphasizes features, Information-driven
Persuasive Communication: Personal, subjective, Emotional response,
Emphasizes benefits, Influence-driven
Enhancing Persuasiveness • Place special emphasis on the relationship
• Target emotional links
• Use a persuasive vocabulary
• Sell benefits
• Use showmanship
• Minimize negative impact of change
• Place strongest appeal at start or end
• Use power of association with stories
Storytelling w steps • Hook - why listen
• Context - when and where, main character(s), background needed to
understand
the main character's actions
• Challenge - Problem/Opportunity
• Conflict - What did they do about it
• Resolution - How did it turn out
• Lesson - What did you learn
• Recommendation - What I want you to do
Adaptive Selling a need-satisfaction presentation format that involves adjusting the presentation
to fit the selling situation, such as knowing when to offer solutions and when to
ask for more information
Three types of buyers task-oriented buyers, interaction-oriented buyers, and self-oriented buyers
Task oriented buyers Task oriented buyers want to accomplish the task at hand as efficiently as
possible,
and they are intolerant of any activity that is inefficient and non-goal oriented
or
that deviates from the current task on which they are focusing
Interaction oriented buyers • Buyers with an interaction orientation believe that socializing is a critical
aspect of
the interaction process.
• They are interested in forming friendships and fostering interpersonal
relationships
• Such buyers put more emphasis on relational elements than on the specifics
of the
transaction
Answers
presentation stratagies • Informative strategy
• Persuasive strategy
• Reminder strategy
Technical vs persuasive communications Technical Communication :Impersonal, objective,Intellectual response,
Emphasizes features, Information-driven
Persuasive Communication: Personal, subjective, Emotional response,
Emphasizes benefits, Influence-driven
Enhancing Persuasiveness • Place special emphasis on the relationship
• Target emotional links
• Use a persuasive vocabulary
• Sell benefits
• Use showmanship
• Minimize negative impact of change
• Place strongest appeal at start or end
• Use power of association with stories
Storytelling w steps • Hook - why listen
• Context - when and where, main character(s), background needed to
understand
the main character's actions
• Challenge - Problem/Opportunity
• Conflict - What did they do about it
• Resolution - How did it turn out
• Lesson - What did you learn
• Recommendation - What I want you to do
Adaptive Selling a need-satisfaction presentation format that involves adjusting the presentation
to fit the selling situation, such as knowing when to offer solutions and when to
ask for more information
Three types of buyers task-oriented buyers, interaction-oriented buyers, and self-oriented buyers
Task oriented buyers Task oriented buyers want to accomplish the task at hand as efficiently as
possible,
and they are intolerant of any activity that is inefficient and non-goal oriented
or
that deviates from the current task on which they are focusing
Interaction oriented buyers • Buyers with an interaction orientation believe that socializing is a critical
aspect of
the interaction process.
• They are interested in forming friendships and fostering interpersonal
relationships
• Such buyers put more emphasis on relational elements than on the specifics
of the
transaction
