Flashcard Set Preview
| Side A | Side B | ||
| 1 |
1. 3 issues considered when determining sales training needs
|
• Who should be trained?• What should be the primary...
|
|
| 2 |
2. Objectives of sales training programs
|
• Improve customer relationships• Increase productivity• ...
|
|
| 3 |
3. Stages of Developing a Sales Training program
|
• Analyze needs• Determine objectives• ...
|
|
| 4 |
• Analyze needs
|
i. Where is training needed?ii. What content should be...
|
|
| 5 |
• Determine objectives
|
i. Specificii. Realisticiii. Measurableiv. ...
|
|
| 6 |
• Develop and implement the program
|
i. Inside the company vs. outside the company
|
|
| 7 |
• Evaluate and review the program
|
i. What to measureii. When to measureiii. How...
|
|
| 8 |
4. Sales training methods
|
• On-the-job training (OJT)• Internet (online• ...
|
|
| 9 |
• On-the-job training (OJT)
|
learn by doing
|
|
| 10 |
Training Needs (from “Business Systems”)
|
• Time management• Selling technique• ...
|
|
| 11 |
internet
|
cost savings
|
|
| 12 |
classroom training
|
i. Interaction +ii. Time and $ -
|
|
| 13 |
role playing
|
develop selling skills
|
|
| 14 |
Long-term value (LTV) increases when customer relations are improvedWith Sales Training…
|
• Sell to more people• Sell more frequently• ...
|
|
| 15 |
5. Major Roadblocks to Successful Training Programs
|
• Training can’t solve the problem• You’re busy,...
|
|
| 16 |
6. Methods of evaluating sales training programs
|
• Evaluation Options Matrixi. Evaluation level: what...
|
|
| 17 |
1. Answers to why one needs to do any prospecting
|
• Customer gets into financial difficulty or goes out of business entirely• ...
|
|
| 18 |
2. Sources of Leads
|
• Loyal Customers:o Customer referralso Advocacy• ...
|
|
| 19 |
4. Sales Presentation Strategies
|
• Memorized presentation• Formula presentation• ...
|
|
| 20 |
SELL
|
Select ExplainLearnListen
|
|
| 21 |
SPIN
|
Situation ProblemsImplicationsNeeds payoff
|
|
| 22 |
1. Positive Attitudes that contribute to closing/relationship selling:
|
• Salespeople who believe in themselves and their product/service• ...
|
|
| 23 |
2. Common Closing Methods:
|
• Assumptive close• Minor point close• ...
|
|
| 24 |
• Assumptive close
|
Already assuming the customer is ready to close
|
|
| 25 |
Minor point close
|
o Focuses the buyer on a small element of the decision
|
|
| 26 |
Alternative choice close
|
o Gives prospects options (but neither of which is not to buy)
|
|
| 27 |
• Direct close
|
o Most straightforward, simply ask for order
|
|
| 28 |
• Summary-of-benefits close
|
o Reviewing some/all benefits covered to make close
|
|
| 29 |
Balance sheet close
|
o Pro/con list to make closeo Pro is benefitso ...
|
|
| 30 |
• Buy-now close
|
o Creates sense of urgency with customer to make close
|
|
| 31 |
3. Importance of handling rejection in sales:
|
• Make sure to not take personally• Be prepared for...
|
|
| 32 |
4. Common closing mistakes
|
• Harboring a bad attitude• Failure to conduct an effective...
|
|
| 33 |
ABC
|
Always be closing
|
|
| 34 |
Objections/Questions (they are good, keep you in business)
|
Objections/Questions (they are good, keep you in business)• What → simple...
|
|
| 35 |
Assessing:
|
a. Receive (with respect)b. Clarify/classifya. ...
|
No comments yet! Be the first to add a comment below!
Please login to post comments.
After login, we will forward you back to this flashcard.