———– is everything that happens before a product or service is brought to the marketplace

Cultural norms, religious beliefs, social values, consumer behaviour and shifts in lifestyle preferences that may impact the demand for certain types of products represent an element in ———– analysis:

The voice in our head, how we talk to ourselves, what influences how we will either respond (logic based) or react (emotion based) describes:

——- is the phase of the sales cycle during which you seek to contact candidates, suspects and leads to find out whether or not they are willing to work through the remaining steps of the sales cycle with you.

You were in the middle of a presentation to the top management of a university when somebody who had earlier identified himself as the school bursar said to the Vice Chancellor ‘’these bankers are liars”, apparently referring to a claim you had made about the robustness of your school solution product. What do you do?

Your product, price, promotion and place alone will not save you. What is the most import element should add to these to meet your sales target?

“People do not buy from a salesperson because he/she understands their products, but because they felt the salesperson understood their problems.”

Which term best captures this definition: Possible users you have reasons to believe could be in the market for your service.

Sell yourself, sell your product and sell your company are parts of what?

The Trial Close helps you determine:

The S.P.I.N model is used to:

 Which of these is not a part of a position statement in presenting your product?

 You talk to the prospect as if he already owns the product or service, you are selling represents which sales closing technique?

 One of the most popular ——- close is, “Why don’t you give it a try?”

 The —— close is based on the fact that 80 % of the buying decision is determined by 20 % of the product.

Which of these is not one of the elements of the Marketing Mix.

 In the SPIN model, —- is used to identify the implied needs of prospects:

 You have identified a prospect’s need and consequently developed a proposal that you believe will meet the prospect’s need. You want to personally hand over the proposal to the prospect. You have been to the prospect’s office three times, but the secretary will not let you see him without an appointment. What do you do?

 What is T. R. E?

 In prospecting, representative of an organization that has either contacted your firm or initiated the engagement by themselves is described as:

 Which of the following is not an element of psychographic segmentation?

What C do you use to access Physical Environment in the Marketing Mix.

 The phase of the sales during which you take candidates, suspects and leads find out whether or not the person is willing to begin working through the steps of the sales cycle is called?

 One of these is not a pillar of selling and customer relationship management.

The process of planning, pricing, promotion, packaging, advertising and selling of any product or service can best be described as:

 Customer’s business, the future requirements, decision process, current systems are elements of:

 Where is the most important place for business and social networking?

She has a need for what your offer, will derive value from it, and has the capacity, urgency and authority to buy. This is a description of a customer.

As sales professionals, we differentiate ourselves from others in the marketplace by establishing what our products, our services, and ourselves are known for. This statement describes…

 To do. To See. To Call. To Write are the elements

What is the process of dividing your universe of existing & potential customers into clearly defined groups based on different sets of criteria for each group?

Which one of this pillar of selling and customer relationship management is the 80/20 rule applicable in?

 In the Marketing Mix, Credibility is the C with which the target market evaluates:

 External factors in the market or environment that the product can leverage for growth or improvement is an element of which situation analysis framework:

The right sequence of the marketing process is:

Which pillar of selling and CRM has competence, personal brand and buy-in as the main elements?

What is the 5Cs is used for?

——- questions are questions in the sales process that ask for background information or facts. 

If we could improve the process of your collection, how would that help your school? This is an example of……

 The —– close is used when you simply invite the prospect to make a buying decision.