Hodge Podge

1
Hodge Podge (misc)
Get Motivated
You Decide
Getting to Know You
Before You Go
Complete the Chart
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2
Category 1 100
What is a prospect?
ANSWER
3
Category 1 100A
A lead or potential customer
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4
Category 1 200
Are leads more important in retail or
Business-to-Business (B2B) selling?
ANSWER
5
Category 1 200A
B2B because in retail selling the prospects
usually come to you, but in B2B, you must often
find them
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6
Category 1 300
What is a sales quota and explain how high
quotas can cause problems.
ANSWER
7
Category 1 300A

• A or unit sales goal in a set period of time
• High quotas can create pressure and cause
  hard-selling which might make a sales person
  do/say something illegal or unethical

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8
Category 1 400
Name the 3 ways a sales person can be compensated
for the work they do
ANSWER
9
Category 1 400A

• Commission
• Salary
• Base Salary Commission

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10
Category 1 500
Name 3 of 4 things a salesperson should do to get
ready for a face-to-face encounter with a
customer (The Pre-approach)
ANSWER
11
Category 1 500A

• Know their products
• Stay aware of industry trends
• Research potential customers
• Become familiar with the companys policies and
  procedures

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12
Category 2 100
What are two categories of buying motives?
ANSWER
13
Category 2 100A
Rational and Emotional
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14
Category 2 200
Advertisements that evoke feelings of status and
prestige, such as a Rolex ad.
ANSWER
15
Category 2 200A
Emotional Motives
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16
Category 2 300
The buying motive of a Volvo ad that stresses the
cars many safety features.
ANSWER
17
Category 2 300A
Rational Motive
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18
Category 2 400
R, E or B and WHY?
ANSWER
19
Category 2 400A
BOTH Rational describes the health
elements Emotional recognition, power, desire
to be the Lord of the Ring!
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20
Category 2 500
The two things a sales person must do to be
successful regarding buying motives
ANSWER
21
Category 2 500A

• Determine the customers rational and emotional
  motives.
• Suggest features and benefits of a product that
  best match those motives

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22
Category 3 100
Buying a newspaper is a routine, limited or
extensive decision
ANSWER
23
Category 3 100A
Routine
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24
Category 3 200
An annual family vacation to Disney World.
ANSWER
25
Category 3 200A
Limited Decision
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26
Category 3 300
The reasons that buying a car for the first time
makes it this type of a decision. Name 2
ANSWER
27
Category 3 300A

• Extensive
• Usually little or no previous experience with the
  item (Infrequently purchase)
• Purchase has high perceived risk
• Purchase is very expensive

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28
Category 3 400
If a customer has purchased a product before, but
not regularly, what type of decision is it and
WHY?
ANSWER
29
Category 3 400A

• Limited
• Moderate perceived risk
• Need at least some information

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30
Category 3 500
Name 4 of 6 factors that influence what type of a
decision a customer makes.
ANSWER
31
Category 3 500A

• Previous experience with the product/company
• How often the product is purchased
• Amount of info needed to make a wise buying
  decision
• Importance of the purchase to the consumer
• Perceived risk in the purchase
• Time available to make the decision

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32
Category 4 100
Any form of direct contact occurring between a
salesperson and a customer.
ANSWER
33
Category 4 100A
Personal Selling
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34
Category 4 200
This distinguishes personal selling from all
other forms of promotion.
ANSWER
35
Category 4 200A
Two-way Communication
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36
Category 4 300
Name 2 of 3 types of informational sources
salespeople should read to keep up with industry
trends
ANSWER
37
Category 4 300A

• Industry trade magazines (e.g. AdWeek)
• Consumer magazines (e.g. Vogue)
• Trade reports (e.g. S P Reports)

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38
Category 4 400
The type of business-to-business sale that occurs
at the customers site.
ANSWER
39
Category 4 400A
Outside Sales
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40
Category 4 500
Name the 4 ways salespeople can truly learn about
or know their products
ANSWER
41
Category 4 500A

• Use the products themselves
• Read available printed material
• Get personal opinions from users
• Get formal company training

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42
Category 5 100
Explain what is meant by the endless chain method
of prospecting.
ANSWER
43
Category 5 100A
Asking customers for the names of potential
prospects
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44
Category 5 200
Name 3 of the 6 ways prospects can be sourced by
salespeople
ANSWER
45
Category 5 200A

• Employer Leads
• Telephone Trade Directories
• Newspapers
• Commercial Lists
• Customer Referrals
• Cold Canvassing

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46
Category 5 300
Name 4 of the 6 things salespeople do to prepare
for a retail sale.
ANSWER
47
Category 5 300A

• Straighten, rearrange replenish stock
• Adjusting ticket prices before and after special
  sales
• Learn where merchandise is located
• Know your inventory (amount/sizes)
• Arrange displays
• Keep the selling area
• neat clean

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48
Category 5 400
The key factor that creates the difference in
preapproach activities in a B2B selling situation.
ANSWER
49
Category 5 400A
If the prospect is a returning customer or a new
customer.
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50
Category 5 500
Identify the 4-step training process
ANSWER
51
Category 5 500A

• Explanation
• Demonstration
• Trial
• Critique

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52
Category 6 100
Matching the characteristics of a product to a
customers needs and wants
ANSWER
53
Category 6 100A
Feature-Benefit Selling
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54
Category 6 200
The advantages or personal satisfaction a
customer will get from a good or service.
ANSWER
55
Category 6 200A
Customer Benefit
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56
Category 6 300
The difference between the basic feature and
extended product features.
ANSWER
57
Category 6 300A
Basic the products intended use Extended not
a physical part of the product but important to
decision making
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58
Category 6 400
HP Laser Printer
ANSWER
59
Category 6 400A
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60
Category 6 500
These 2 questions help a salesperson turn a
product feature into a customer benefit.
ANSWER
61
Category 6 500A

• How does the feature help the products
  performance?
• How does the performance information give the
  customer a personal reason to buy the product?

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