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Related Flashcards
Related Topics
Cards In This Set
| Front | Back |
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What are the 3 steps to listening techniques
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Think TCCTune inconfirmingcapturing
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What to do to tune in?
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What to do to confirm
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What is meant by capturing
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What are the three types of selling techniques?
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1. Stimulus response2. mental states/formula sell3. need satisfaction
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Which is related to stimulus response?
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Personal direct selling
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What are some applications for stimulus response?
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Clothing, transportation, communications entertainment
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What are some environments of stimulus response?
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Environments
- low cost
supplemental product or upgrade sales
- limited time frame
- limited unavailable sales skills
- unsophisticated
buyers and processes
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What are some characteristics of stimulus response?
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- stimulus used to
generate spontaneous positive response
- application and
predominant psychological needs are assumed not derived
- relies on
"involuntary reaction theory" versus agreement from analysis
- on way
communications - feedback from custoemr limited to agreement
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What are the four steps in a mental state/formula sell?
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Which of
the following have the right sequence of stimili"?
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What are the characteristics of formula/mental state sell?
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Characteristics
- form
of " stimulus response" selling used to generate reptitive
"yes" in developing motivation to act
- pre-sequenced
stimuli and benefits conveyed to satisyf each metal state requirment for action
- one way
communication - feedback form customer limited to agreement
- assumed needs -
difficult to validate status of customer mental states
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At what stage in the formula sell process is there benefit opportunity?
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Interest
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At what stage in the formula sell process is there solution/proposal?
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Desire
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What stage in the formula sell process is there a decision request?
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Action/close
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What are the steps in the need satisfaction process?
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Earn the right
Need development
Need recognition
Customer awareness
Solution
Close
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