Smgt 3111 Ch. 11 Flashcards
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what does the customer need
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During each sales call you make, focus on this questio
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listen in order to know what the customer needs
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The most important thing to do during is a sales call is ________.
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one minutes
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You will do best if your keep your sales call under ________.
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you stay calm, ask the customer to explain the situation, not interrupting the customer as they speak
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Using technology to sell ________.
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acknowledged and responded to politely
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Customer complaints should be ________.
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sales call
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An appointment with a potential customer to explain or demonstrate your product or service is called a ________.
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none of the above
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Brian Tracy believes all objections fall into one of six categories. Which of the following is NOT one of the six
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all of the above
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Losing a customer can hurt by ________.
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database
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Information such as customers' e-mail addresses and purchasing history can be stored in a simple computer ________.
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3
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When you build your website, make sure that you register it with at least ________ search engines
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a percentage of each sale
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If you decide to pay yourself a commission from your business, you will be earning
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prospects
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People you think might be receptive to your sales presentation are called ________.
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keeping a customer on hold indefinetly
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Which of the following is not an example of customer service?
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all of the above
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Entrepreneurs sell constantly to ________.
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comissions
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When you are starting out and cannot afford to pay sales representatives full-time salaries, you can offer ________ instead.
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four times
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Here's a rule of thumb that salespeople use: If a customer says "No" during a sales call ________ , he or she probably means it
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improve your selling skills
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Every sales call is an opportunity to ________.
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never
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When is an entrepreneur done collecting market research for his/her business?
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they provide invaluable information about how to improve the product or service
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When you sell, you should always listen carefully to customer complaints because ________.
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250
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Joe Girard's Law of ________ states that just a few unhappy customers can keep a great many other customers away from your business
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Acknowledge objections as they arise and respond to them.
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What should you do when a customer raises objections during a sales call?
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repeat business
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Successful businesses are built on ________.
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gains your customer's trust
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Telling the truth about any negative aspect of a product or service usually ________.
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all of the above
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Objectives during a sales call are to make the customer ________.
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can be useful in helping you communicate your product to the customer and to stay in touch with the customer
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Using technology to sell ________.
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customer recepit
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Once you make a sale do forget to fill out a ________.
