Event Sales - Exam 1

Identify three conversational methods that can be used to establish relationships

- Become genuinely interested in other people. - Be a good listener. • Encourage others to talk about themselves. • Offer sincere compliments. • Search for mutual acquaintances or interests.

List and describe each step in the four-step self-improvement plan.

Set goals, use visualization, use positive self talk, reward your progress

Identify the two major dimensions of the communication style model (matching)

The communication style model is based on two continuums that assess that asses two major aspects of human behavior: dominance and sociability. By combining them as a horizontal and vertical continuums, we create quadrants that define four styles of communication.

List and briefly explain the four broad strategic areas that make up the selling process.

The four broad strategic areas that make up the selling process are relationship strategy, product strategy, customer strategy, and presentation strategy.

According to strategic/consultative selling model, what are the three prescriptions for developing a successful personal-selling philosophy?

adopt marketing concept, value personal selling, and become a problem solver/partner

Learn how to identify your preferred communication style and that of your customer

1. identify where you fall on the dominance continuum 2. identify where you fall on the sociability continuum. 3.

List the three prescriptions that serve as the foundation for development of a relationship strategy

1. maintain high ethical standards, 2. project professional image, 3. manage the relationship process

Describe the importance of personal selling as a part of the marking concept

Customer focus and value are the paths to sales and profits. Customer satisfaction iso primary importance.

Briefly describe the evolution of partnering. Discuss the forces that contributed to this approach to selling.

In the 1990's partnerships began to emerge, salespeople were encouraged to think of everything they say or do in the context of their long-term, high-quality partnership with individual customers. Also, sales force automation provides specific customer information quickly and easily.

List and describe the four employment settings for people who are considering a selling career

Inside - those who perform selling activities at the employer's location. Outside - travel to meet prospects and customers in their places of business or residence.

What major factors help influence salespeople's ethical conduct?

Major factors that influence salespeople's ethical conduct are laws, contracts, and agreements. Other things that also influence ethical conduct are top management actions, company polices and procedures, and personal values of the sales person.

Diagram and label the four step Consultative Sales Presentation guide

Need discovery → Selection of solution → Need-satisfaction presentation → servicing the sale

Explain the four communication styles in the communication model

We have called these the Emotive, Directive, Reflective, and Supportive styles.

List the four groups of people with whom sales personnel must be able to work effectively

customer, secondary decision maker, company support staff, management personnel

A company policy on ethics should cover several major areas. What are they?

distributer relations, customer service, pricing, and product development

Describe the win-win approach to selling

first step in developing a relationship strategy. It is when both the buyer and selling come out of the sale understanding that their respective best interests have been served, o both "win"

Develop a list of 8 selling career opportunities in the service field

hotel, motel, and convention center services, telecommunication services, financial services, media sales, real estate. insurance, business services

Describe the meaning of nonverbal messages. Why should salespeople be concerned about these messages?

nonverbal messages are messages without words or silent messages. communicate through facial expressions, voice tone, gestures, appearance, posture, others. much more impact

List and describe three guidelines used as a foundation of a self-imposed code of business ethics

values, attitude, behavior

Explain how personal selling can help solve the problem of information overload

when a company representative interacts directly with a customer or prospective customer to present information about a product or service