MKTG HW Terms

Brian is a pharmaceutical detailer representing an important cancer-fighting drug. His primary role is to explain to doctors how the drug can help their patients. What is Brian's sales role?

Missionary seller

You are a sales representative for DuPuy Synthes, a medical device company, where you specialize in products to help in spinal surgeries. Recently, your company released a new set of instruments designed to help surgeons perform surgery on patients with suboptimal bone quality. This represents an innovative option for surgeons in the area so many of them may not be familiar with the new procedures required to use the equipment. You are preparing to meet with one of your surgeon's today and want to be as prepared as possible to promote this product if the opportunity presents itself. What is your best source of visual presentation tool for this scenario?

Mockup of a spine to demonstrate how the new instruments work during a procedure

Field sales

Samantha is responsible for accounts in the Northeast United States and visits her customers in their offices.

Customer's vision

A potential customer shares with you that they are looking for new construction equipment in order to become the largest developer in the region.

prospecting

Aaron works in the trucking industry; when driving down the highway, he makes a note of truckers he passes on the road so that he can call them later.

What is the role called that primarily involves managing customer relationships?

Account management

What is the practice of hearing what an individual says, internally evaluating the message and then responding to confirm the message was received as intended called?

Active listening

Inside sales representative

Adam works in an office, visiting with his customers via phone and webinars.

Trial Closes

After finishing your demonstration, you ask, "Now that you've seen it work, would this be a tool that would help you be more effective in your business?"

Loss Aversion

After offering a trial period of your prospecting software for your customer's sales force, the customer expresses their discomfort with giving up the benefits of the tool.

Your second call today is with Martha, a department head in the development office at a university. Martha has expressed an interest in Salesforce to help keep track of their donor's information and development officer's progress and performance. You recently conducted a needs assessment with Martha and you feel like you have good handle on her most important issues. The next step you should take is ____________.

Align Martha's expressed needs to Salesforce's benefits

Missionary selling

As a pharmaceutical detailer, Jessica's primary role is to educate doctors on the patient benefits associated with the drugs her company manufactures.

The applicant who accepts the business development role will need to understand and address business situations quickly and effectively. What sales skill does this definition describe?

Business acumen

What is the ability to understand and address business situations quickly and effectively called?

Business acumen

What is another term for a salesperson attempting to meet or speak with someone they have never met or contacted before?

Cold-calling

The business development representative will need to coordinate activities with the sales team. Which of the following skills will be most useful for this task?

Communication skills

A(n) _________ is a system for managing a company's interaction with current and potential customers.

Customer Relationship Management (CRM) system

Buying signals

Following your presentation, your customer suggests that they would like to set up a meeting that would include their executive team.

Scholar and author Angela Duckworth identified the trait called _______, a never-give-up attitude based on both passion and perseverance.

Grit

Solution configuration

In building your presentation, you focus on assembling together the parts of your offering that best resolve your customers' needs.

Co‑creation

In many presentations, the salesperson and customer both share their solution ideas and goals they would like to accomplish by doing business together.

Account manager

Lisa's primary responsibilities include managing current customers to ensure satisfaction and encouraging them to buy a wider variety of products.

When Ryan joined a technology firm, he made a good impression quickly by beating his sales goals repeatedly. His success allowed him to move up in the company quickly. After moving several times to start his own sales teams within the firm, Ryan took on the coveted role of enterprise account representative four years after graduating from college. Which benefit of sales experience and understanding the sales process does this example best represent?

Make a meaningful contribution quickly

__________ is a bargaining process focused on reaching an agreement or compromise.

Negotiation

Ryan works in accounting for a Fortune 500 accounting firm. His goal is to become a partner at the firm; partners are responsible for landing new clients. But, because he is an accountant, he is sure he does not need to know how to sell. Which myth about sales does this example suggest?

Only salespeople need to understand how to sell.

As a salesperson for Trane (a firm specializing in heating, ventilation, and air conditioning - HVAC), you often present in front of engineers and developers to communicate specifications about your HVAC offerings (e.g., energy usage, water consumption, etc.) You are currently working on a big proposal for installing an HVAC system for a college football stadium that will soon be enclosed. Your next presentation will be in front of the Board of Trustees, Faculty, and also the Athletic Director. What type of presentation should you focus on for this meeting?

Persuasive presentation

Sales engineers

Phil uses his technical expertise to help design appropriate solutions to customer problems.

Ensemble is a video recording and management software that many universities use to capture lectures and enrich the student experience. Because there are so many options included within Ensemble's portfolio (e.g., cameras, installation, training, etc.), finding the perfection solution for each customer can be challenging. However, you recognize there are ways to help deliver value in the solution configuration process. Which of the following is NOT a value-adding activity during solution configuration?

Prepare a PowerPoint presentation to demonstrate the options that most customer use

referrals

Randy was so happy with his experience purchasing a copy machine from Bob at Acme Machine Co. that he recommended Bob to several friends who worked at other organizations.

sales pipeline

Rebecca is working with 15 prospective accounts. Four of these accounts are in the needs analysis phase, six will see presentations in the next month, and five are in the final stages of making a decision.

A _________ occurs when someone provides a recommendation for a potential customer or gives an endorsement when speaking to others.

Referral

Robert indicated that the business development salesperson would face a lot of rejection when trying to identify potential customers. What trait of successful salespeople would be important for someone experiencing rejection?

Resilience

A comprehensive view of where customers are in the sales process is called a(n) _______.

Sales pipeline

Martin is running for political office. In preparation for his run, he is learning more about the people he hopes to serve, including their problems and goals. Ultimately, he wants to provide solutions to those problems and help people achieve their goals. Which of the following terms most accurately reflects the activities Martin is undertaking?

Selling

What is the role responsible for overseeing several of the firm's most important accounts known as?

Strategic account manager

During your lunch break, you realize that your next call is one of your most promising potential customers. You have received several buying signals during previous sales calls and detect a real fit between the customer's business and your offering. However, you know that your call today will involve a very detailed demonstration process where you will probably have to answer a lot of questions from different buying influences. Knowing that your demonstration will be complex, but sensing buyer interest, which option below makes the most sense to end the demonstration?

Summary of benefits close

As a salesperson for Caterpillar, you are responsible for selling large construction equipment that often requires a significant investment from customers to purchase. You are creating your presentation for the CFO at Crane Construction, a commercial building developer in your territory. Crane has goals to grow rapidly so you know that the faster they can gain a return on purchasing your equipment will help them invest in other areas. Given this knowledge, you make sure to include in your presentation a:

Time to Break-even analysis

The first call on your list is with Michael, a sales leader in the paper industry. On a previous call with Michael, he shared that a big concern of his was the up-front cost to switch and implement Salesforce's software in his organization. He felt like it would take too long for the investment to bring any return. Which type of value quantification tool would be best used here?

Time to breakeven

cold calling

To expand his business, Chad will call prospects he has never met to see if they might have a need for his product.

active listening

When talking to a new prospect, Mary considers the message carefully and confirms what was said to make sure both she and the prospect are on the same page.

Sales Enablement

While you are out in the field, you have digital access to any information, content, and applications to help you be more effective.

Proof Devices

You prepare for your customer meeting by preparing a research study that compares your product's performance to your competitors.

Persuasive Presentation

You spend time in your sales call communicating the emotional appeal and positive brand associations your service will provide your customer's business.

Informative presentation

Your sales call today focused on sharing the improved heat transfer technology in your newest offering.

Tom is a real estate agent. He spends one hour each morning calling contacts to identify potential clients. Tom is engaged in:

prospecting

Ashlyn recently purchased a new car from Big Apple Cars. She was so happy with the service provided by Leah, her sales representative, that she recommended Leah to several friends considering a car purchase. When Ashlyn recommended Leah, she was providing a:

referral

Sandy works as a field sales representative for a plumbing parts company. Because Sandy is usually working with customers at their place of business, she works out of a home office when not visiting customers. Experience has taught Sandy that when working from a home office, ________________ plays a critical role in completing the activities that lead to sales success.

self-motivation