Successful Sales Techniques and Strategies, Quizzes of Banking Law and Practice

Download Successful Sales Techniques and Strategies and more Quizzes Banking Law and Practice in PDF only on Docsity! TERM 1 Rock Solid Rule #1 DEFINITION 1 Because of their great attitudes, successful sales people always do more than they're supposed to do. TERM 2 Characteristics of Successful Sales People DEFINITION 2 -Enthusiasm, Sincerity, & Empathy-Goal Directed-Ability to ask questions-Resourcefulness-Administrative Ability- Perservance-Pleasant Personality TERM 3 Rock Solid Rule #2 DEFINITION 3 Successful sales people see themselves successful TERM 4 Advantages of a Sales Career DEFINITION 4 -Dynamic, Ever-changing-Entrepreneurial-Personal Satisfaction; earning the trust of your clients-Variety & Independence; YOU are in charge of your days-Job Security- $$$ - you decide how much you make TERM 5 Disadvantages of a Sales Career DEFINITION 5 -Handling Rejection-Variable Income-Long Hours-Travel TERM 6 Professional Selling Trend DEFINITION 6 Consultative, problem solving selling. TERM 7 Customer Satisfaction DEFINITION 7 Ultimate goal of the relationship salesperson throughout the process TERM 8 Relationship Management DEFINITION 8 Ensuring your clients receive proper sales service TERM 9 Rock Solid Rule #3 DEFINITION 9 Successful sales people don't prejudge, don't assume, and don't minimize themselves, their prospects, or their clients TERM 10 Relationship Builders DEFINITION 10 -Treat customers like partners-Under-promise and over- perform-Schedule regular service calls-Take responsibilities for mistakes TERM 21 Purchase Decision Process DEFINITION 21 1. Problem Recognition2. Search for options3. Evaluation of Options4. Purchase Decision5. Post Purchase Evaluation TERM 22 Cognitive Dissonance DEFINITION 22 Post purchase anxiety- A seller can reduce this buy reinforcing the buyer's relief TERM 23 Influences on decision making process DEFINITION 23 - Psychological influences and role of perception:Mood of the momentAttitudesVerbal and non verbal TERM 24 Proxemics DEFINITION 24 The physical distance individuals prefer to maintain between themselves and others2-4 ft personal4-12 ft social TERM 25 4 Behavior Styles in Selling DEFINITION 25 Driver, Expressive, Amiable, and Analytical TERM 26 Driver DEFINITION 26 "Control specialist"- Decisive in action and decision making- Likes control, dislikes inaction-Prefers maximum freedom- Cool, independent, competitive-Low tolerance for feelings , attitudes TERM 27 Expressive DEFINITION 27 "Social Specialists"Spontaneous actions and decisions. focuses on "Who"InvolvementExaggerates and generalizesTends to dream and get caught up on dreamsJump from one thing to anotherGood persuasive skills TERM 28 Amiable DEFINITION 28 Support SpecialistSlower decision making skills/taking action - focus "why"likes close, personal relationshipssupport & actively listens to othersweaker in goal setting and self direction"Go with the flow" TERM 29 Analytical DEFINITION 29 Technical SpecialistsCautious in decision making- focus on the "how"likes organization and structureprefers objective, task-oriented, intellectual workWants to be right, collects data TERM 30 Effective Sales training involves DEFINITION 30 -Knowledge of product and serviceInformation about the companyMotivation and goal SettingCRM Tool (Customer relationship management)Knowledge & application of the sales process TERM 31 Rock Solid Rule #4 DEFINITION 31 Successful people are goal oriented. They have written specific goals and strategic plans for their lives, careers and businesses. TERM 32 Rock Solid Rule #5 DEFINITION 32 Successful people are self-motivated TERM 33 Rock Solid Rule #6 DEFINITION 33 Successful sales people are in control TERM 34 Television DEFINITION 34 $500-$1000 for 30 sec spot during prime timeAdvantages:popular showsappeals to sight, sound and emotions,Strong branding capabilitesLimitations:High absolute costHigh clutterDeclining ratings and streaming services TERM 35 Radio DEFINITION 35 $90-$120 per week on a rotator scheduleAdvantages:Good local acceptance/promosFrequent copy changeLow costLimitations:audio onlyFragmented AudiencesXM/Spotify/Pandora/podcasts