Sales Chapter 6-11 Unit Questions With Solved Solutions.
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Course
Telus International
Institution
Telus International
3 most common approaches to sales dialogue and presentations - Answer Canned sales presentations
Written sales proposals
Organized sales dialogues/presentations
Sales call - Answer an in-person meeting between a salesperson or sales team and one or more buyers to discuss business
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Sales Chapter 6-11 Unit Questions With
Solved Solutions.
3 most common approaches to sales dialogue and presentations - Answer Canned sales presentations
Written sales proposals
Organized sales dialogues/presentations
Sales call - Answer an in-person meeting between a salesperson or sales team and one or more buyers
to discuss business
sales dialogue - Answer Business conversations between buyers and sellers that occur as salespeople
attempt to initiate, develop, and enhance customer relationships. Sales dialogue should be customer-
focused and have a clear purpose.
sales presentations - Answer comprehensive communications that convey multiple points designed to
persuade the customer to make a purchase
Canned Presentations disadvantages - Answer -Don't vary from buyer to buyer(inability to adapt)
-assume all needs and motives are same
-contact with customer is minimized
-salesperson does 80-90% of talking
Canned Presentations advantages - Answer -complete and logically structured
-very little variation in the message, little room for error
-can be used by inexperienced sales ppl
,-allows company to "test drive" sales pitch
written sales proposals - Answer a complete self-contained sales presentation on paper
often accompanied by other verbal sales presentations before or after the proposal is delivered
Thorough customer assessment should take place before a customized proposal is written
components of a written proposal - Answer - Executive summary
- Customer needs & proposed solutions
- Seller profile
- Pricing & sales agreement
- Suggested action & time table
Organized Sales Dialogues and Presentations - Answer -address individual customer and different
selling situations
-allow flexibility to adapt to buyer feedback
-most used
-trust based
Trust based selling process: a need satisfaction consultative mode - Answer 1-need development
(ADAPt)
2-need awareness (adapT)
3-need fulfillment (SELL)
ADAPT - Answer Assessment
Discovery
Activation
Projection
,Transition
SELL - Answer select feature
Explain advantages
Lead to benefits
Let customer talk
sales dialogue template - Answer a flexible planning tool that assists the salesperson in assembling
pertinent information to be covered with the prospect
Sales dialogue template
1-9 - Answer 1-prospect info
2-customer value proposition
3-sales call objective
4-linking buying motives, benefits, support info and other rfmt methods
5-current suppliers and other key competitors
6-beginning sales dialogue (ADAPT)
7-anticipating prospect question and objections and responses
8-earning prospect commitment
9-building value through follow up action
customer value proposition - Answer a statement of how the sales offering will add value to the
prospect's business by meeting a need or providing an opportunity
Tips for creating value proposition - Answer -keep it simple
-focus benefits in the specific customer needs
-focus on tangible benefits
-promise only what can be delivered
-focus on what you can do for buyer: save time, save money, provide security, prestige
, How To Write A Value Proposition - Answer -identify all the benefits your product offers
-describe what makes benefits valuable
-identify your customers main problem
-connect value to buyers problem
-differentiate yourself as the preferred provider of this value
Buying motives, what are the types? - Answer A need-activated drive to search for and acquire a
solution to resolve a need or problem; the most important factors from the customer's perspective in
making a purchase decision.
emotional & rational
Rational buying motives - Answer typically relate to the economics of the situation, including cost,
profitability, quality, services offered, and the total value of the seller's offering as perceived by the
customer
Emotional buying motives - Answer security, status, and need to be liked; sometimes difficult for
salespeople to uncover these motives
Features - Answer What does the product do?
Qualities or characteristic of a product or service that are designed to provide value to a buyer
Ex)Daily delivery
Benefits - Answer What does the product do for you?
the added value or favorable outcome derived from features of the product or service the seller offers
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