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22 Cards in this Set
- Front
- Back
as salespeople move through a presentation, they must take the pulse of the situation.
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trial close.
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When we hear what we want to hear
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selective perception
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how and what you do in one thing changes a person's perceptions about other things you do
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halo efect
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shows all sides of the situation that is, to be totally honest
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balanced presentation
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appealing ot more than one sense
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multiple sense appeals
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on average, people immediately forget -----% of what they hear; after 48 hours they have forgotton ----- of the message
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50%, 75%
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net profits (or savings)/investment
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ROI
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=investment/savings (or profits) per year
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payback period
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the simplest method of quantifying the solution is to list the costs to the buyer and the savings the buyer can expect from the investment
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cost benefit analysis
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A document issued by a prospective buyer asking for a proposal
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request for proposal (RFP)
Also request for quote and request for bid |
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Request for proposals are used when the customer has a ----- ---- of the product needed. from the salespersons perspective, being a partt of the specifying process makes snes. using the --- --- ---, the sales person can assist the customer in identifying ----- and specifying product charactersitics
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firm idea, needs identification process, needs
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simply the net value today of future cash inflows minus the investment. This is what it is worth to you today.
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net present value
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the return a buyer would have earned from a different use of the same investment capital.
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opportunity cost
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What are the different type of inventory management systems?
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Efficient consumer response, quick response, automatic replenishment, and just in time. They ultimately save you money.
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a computer to computer transmission of data from a reseller, such as walmart, to vendors such as american flag co. and back.
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electronic data interchange
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Characteristics of a strong presentation
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keeps the buyer's attention, improves the buyer's understanding, helps the buyer remember what was said, offers proof of the salespersons assertions, creates a sense of value
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Compelling, exciting, cover all info, minimize words on slide.
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elements of presentation that makes them good
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great story tellers use ----- --- and -----
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word pictures and hooks
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one of the most effective methods of appealing to the buyer's sense is through
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product demonstrations
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We learn through
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sight 82%, smell 4%, taste 1%, touch 2%, hearing 11%
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we reatain ---- of what we hear
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20%
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we retain ---- of what we see and hear
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50%
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