$1001 The ABC’s of selling stands for -Back- -Back-
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Transcript of $1001 The ABC’s of selling stands for -Back- -Back-
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$100 1
The ABC’s of selling stands for
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$200 2
The closing technique considered the simplest and
most natural of closes
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$300 3
What closing technique can be used effectively when the
product is in very limited supply
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$400 4
When a salesperson tells a story about people who have
solved a problem by purchasing the good or service
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$500 5
Which closing technique is being used in the following situation:
“You’ll enjoy using this portable heater this winter to keep your home warm and heat
only those rooms your family uses. Also, you will be able to move the heater from one
room in your home to another very easily.”
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$100 6
A car salesperson said, “This model has a drivers side air
bag.”
The sales person has identified a product
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$200 7
A salesperson who tells a customer that a particular product will be
easy to keep clean has presented a
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$300 8
The realtor said “As you can see, the larger space of this home will enable
you to expand your family without having to move in the future.”
The salesperson has identified a (n) _________ benefit of the product
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$400 9
In explaining the difference in the prices of two tables, the salesperson said,
“Although these tables look just alike, this one is more durable. It is made of higher quality material and should last
for years. The sales person has identified a(n) _________benefit.
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$500 10
Salespeople often gain first hand knowledge about features
and benefits of the products they sell by
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$100 11
By satisfying customers’ needs and wants…this should ensure the
business will benefit over time from this
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$200 12
What do many businesses believe to be their most
important resource
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$300 13
This marketing technique refers to how you want your market to
see you
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$400 14
This is the biggest objection by customers during the sales
process
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$500 15
The personalized part of selling helps customers determine their needs by providing an
opportunity fortwo-way
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$100 16
“We will provide you with the highest quality pasta dishes in town. Each dish is made from our own renown
chefs and uses all organic ingredients”.
This is an example of a
Brand_________
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$200 17
This government office provides information about how to obtain legal protection for the exclusive use of a brand name
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$300 18
Consumers develop feelings toward brands in terms of
various levels of awareness and preference. This is referred to
as brand:
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$400 19
Opportunities businesses and products have to interact with
customers are called this
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$500 20
A significant international consideration to take into
account when developing a brand
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$200 21
The first step a salesperson must take before the selling
process
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$400 22
Responding to customer needs and wants through planned,
personalized communications in order to influence purchase
decisions and ensure satisfaction is called
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$600 23
Laura knows her products inside and out. She knows all their features and is
able to explain them in terms of benefits for specific customers. Which
characteristic of a successful salesperson does Laura display
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$800 24
By buying resources and selling goods or services, businesses help keep this
moving
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$1000 25
Salespeople create this type of utility when they create a desire for the products they are selling
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$200 26
A salon recently added nail services to it product mix. This product mix strategy is called
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$400 27
A product-mix strategy in which a business removes, or deletes, product lines from its
product mix is
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$600 28
The particular assortment of products a business offers to meet
its market needs and company goals is its
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$800 29
The number of product lines a company carries is a referred to
as
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$1000 30
A product-mix strategy in which a business redesigns its
products is
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This part of the sales presentation often uses action to back up the sales person’s
claims for the product’s features and benefits
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$400 32
If the customer does not state a price preference, the
salesperson should show this type of priced item
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$600 33
The best way to convert price objections into selling points
is to sell the product’s
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$800 34
X-Box would be an example of this type of brand
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$1000 35
This type of objection is the hardest to overcome
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This part of the selling process takes place after the sale
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$400 37
This type of business is following up more frequently
with their customers as a result of increased competition
Service or Product
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$600 38
This is considered to be the most expensive follow-up
technique
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$800 39
This follow technique up can be used to gather information from
the customer
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$1000 40
Follow ups are primarily used to build this with the consumer
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1st RD Back Go to 2nd RD
Its closing time Hey I’m going to Benefit
MarketingMisc?
Brand me
100 100 100 100
200 200 200 200
300 300 300 300
400 400 400 400
½ G ½ G ½ G ½ G
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2nd RD back rd 1 GO to Final Jeopardy
Selling is Everywhere
Products that mix it up
Marketing Misc?
Follow that up
200 200 200 200
400 400 400 400
600 600 600 600
800 800 800 800
1G 1G 1G 1G
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Start
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Final Jeopardy 44
Final Jeopardy
Wager
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45
Question:The rising price of Super Bowl ads are fueled by the number
of viewers who tune in to watch. Approximately, how
many Americans, tuned in for this years Super Bowl?
100-105 million 120-125 million
110-115 million 130-135 million