D099 Sales Management - Set 5 - Part 2

Correct Answer: Offering a higher-end product to a customer

Prospecting involves searching for potential customers (prospects) who may be interested in the products or services offered.

Correct Answer: High responsiveness and high assertiveness

Analytical social style is characterized by a focus on data, facts, and logic, with low responsiveness to emotions and assertiveness in communication.

Correct Answer: People who rely on emotions to make decisions

Drivers focus on results and are task-oriented, making decisions quickly and efficiently, often without needing to form personal connections.

Correct Answer: Data and detailed facts

Expressives are highly responsive and assertive, focusing on forming relationships, seeking recognition, and being enthusiastic about new ideas.

Correct Answer: Closing a sale as quickly as possible

Consultative selling focuses on building trust with the customer by listening to their needs and offering personalized solutions, positioning the seller as an advisor.

Correct Answer: The likelihood of customers returning a product

CLV estimates the total net profit a business can expect from a customer throughout the duration of their relationship with the company.

Correct Answer: The cost of producing a product

A value proposition explains why a customer should choose a product or service, highlighting its unique benefits compared to alternatives.

Correct Answer: To determine the pricing strategy for a product

The promotional mix combines different methods such as advertising, sales promotion, and public relations to effectively promote a product or service.

Correct Answer: Attracting customers through valuable content and engagement

Inbound marketing focuses on attracting potential customers by creating valuable content, social media engagement, and other non-intrusive methods.

Correct Answer: To analyze customer satisfaction

The AIDA model outlines the stages of customer engagementAttention, Interest, Desire, and Actionleading to a purchase.

Correct Answer: Amiable

Expressive individuals are both assertive and responsive, seeking recognition and building relationships, often focusing on the big picture.

Correct Answer: People are more likely to purchase a product after receiving a discount

The Law of Psychological Reciprocity suggests that positive actions often lead to a deep-rooted psychological urge to reciprocate.

Correct Answer: Defining the need

The buying process begins when a buyer or organization identifies a need that can be addressed by purchasing a product or service.

Correct Answer: A framework used to classify people based on their social media usage

The Social Style Matrix classifies individuals into categories (Analytical, Driver, Amiable, and Expressive) based on their assertiveness and responsiveness.

Correct Answer: Building personal connections

People with an Analytical social style prioritize data, facts, and accuracy in decision-making, focusing on the how and requiring in-depth information.

Correct Answer: To achieve fast sales through discounts

Consultative selling focuses on understanding the customers needs and acting as an advisor, building long-term trust.

Correct Answer: The relationship between buyer and seller continues after the purchase

The Six-Step Buying Process emphasizes nurturing long-term relationships with customers, encouraging repeat purchases and loyalty.

Correct Answer: Building long-term relationships

Transactional selling is characterized by focusing on closing sales quickly, without attempting to build long-term customer relationships.

Correct Answer: The process of designing a sales pitch

Customer journey mapping helps businesses understand the touchpoints a customer goes through, from initial awareness to making a purchase.

Correct Answer: Awareness, Interest, Decision, and Action

AIDA represents the stages a customer goes through during the buying process, moving from Attention to taking Action to purchase the product.