Role of Logistics Expert
helps with the need to Increase Market share when a company lacks sales person or expertise
helps when theres an inability to get product to market
take advantage of shipping
Why does a business exist
To create profit
What is value
V=BR-(P+E)
Creeping commitment
means a customer becomes increasingly committed to a particular course of action while going through the steps in the buying process
- range of possible alternates are reduced
What is the objective of communication?
...
What are the types of buying decisions?
New Tasks
Straight Rebuys
Modified Rebuy
What are new tasks?
customer purchases product or services for first time
What are straight rebuys?
customer buys same product from the original source
What are modified rebuys?
customer has purchased product in past but is looking for new info ; all are complicated/imperfect
What is a buying center?
break up good ole boy network
What does a buying center do?
...
Who makes organizational buying decisions?
Users
Initiators
Influencers
- Economic
-User
-Technical
Gatekeeper
Deciders
What are the 4 social status?
Analytical
Expressive
Amiable
Driver
What is a buying team?
...
What is derived demand?
demand for an input or a factor of production , depends on demand for output, where input enters - ex. brick, cement, sand, timber, for building (direct demand)
What is direct demand?
demand for goods meant for final consumption, goods like food items, clothing, homes
What is adaptive selling?
Chameleon - Ability to adapt, not changing who you are or opinions - adapting your communication style to social style customer
- GOAL = Maximize mutual understanding of value
What is analytical style? give example
STRENGTHS-
Approach tasks w/ focus on facts
New ideas when their payoff has been determined
Using existing ideas and procedures before going to something new
Approaching w/ caution
WEAKNESS
May be perceived as cold & unsourceable , not taking time to buil
What is driver style? give example
STRENGTHS
Take change of any situation
Makes quick decisions to solve problem
Responsiveness to challenge , deal w/ difficult things
Focused in producing results and getting things done truly & efficiently
WEAKNESS
Person always takes changes and proceeds
What is expressive style? Give example
STRENGTHS
Create excitement and eagerness for involvement in their coworkers
Making others feel good about themselves b/c value
Having natural tendency to offer reinforcement
Sharing their vision as well as personal feelngs
WEAKNESS
An excitable futuristi
What is amiable style?
STRENGTHS
Natural skill for coaching/counseling/being helpful
Providing support and positive strokes for other people's work and accomplishments
A sense of loyalty and dedication to those in their work and peer groups
A willingness to communicate that the
How should you present to a
1 driver
2 expressive
3 amiable
4 analytical
In a sales presentation?
1. Driver - business like
2. Expressive - Open, friendly
3. Amiable - Open, honest
4. Analytical - BusinessLike
How should you present to a
1 driver
2 expressive
3 amiable
4 analytical
In use of time?
1. Drive - Effective, Efficient
2. Expressive - Develop Relationship
3. Amiable - Leisurely , develop a relationship
4. Analytical - Thorough and accurate
How should you present to a
1 driver
2 expressive
3 amiable
4 analytical
In a pace of presentation?
1. Driver - Quick
2. Expressive - Quick
3. Amiable - Deliberate
4. Analytical - Deliberate
How should you present to a
1 driver
2 expressive
3 amiable
4 analytical
In info provided by sales rep?
1. Driver - Sales rep qualifications; value of products
2. Expressive - What sales rep thinks; whom they know
3. Amiable - Friendly; build credibility
4. Analytical - Evidence of sales reps expertise in solving similar problems
How should you present to a
1 driver
2 expressive
3 amiable
4 analytical
In sales rep actions to win customer acceptance?
1. Driver - Documented evidence; stress results
2. Expressive - recognition and approval
3. Amiable - personal attention & interest
4. Analytical - evidence that sales rep has thoroughly analyzed the situation
How should you present to a
1 driver
2 expressive
3 amiable
4 analytical
In presentation of benefits?
1. Driver - What the product can do
2. Expressive - who has used the product?
3. Amiable - Why product is best to fill need/ and solve problem
4. Analytical - How product can solve problem
How should you present to a
1 driver
2 expressive
3 amiable
4 analytical
In assistance to aid decision making?
1. Driver - Explore options & probabilities
2. Expressive - testimonials
3. Amiable - guarentees and assurances
4. Analytical - evidence and offers of service
A car purchase from a sales and buyer perspective is the same, true or false
True
Car type, informed, quality customer, test drive, upgrades, negotiate, close, follow up
WHat are the types of consumers?
Businesses
Consumers
Re-sellers
What kind of consumer is a business?
Goods & services to support their own production and operations
What kind of consumer is a consumer?
Very difficult niche, products & services used by them or their families
What kind of consumer are re-sellers? (AKA Distributors)
Finished products or services with intention to sell them
Presence gets you repeated sales true or false
True
Users making buying decisions
Actual users; little buying power but massive influence
Initiators making buying decisions
Person who starts process, can also be a user
Influencers making buying decisions
Direct, indirect, 4 types
- Economic - price price price
- User - in the trenches
- Technical - Spec checkers, also cube dwellers
- Coach - your advocate, critical to develop this person asap
What are the 4 types of influencers
Economic - price price price
- User - in the trenches
- Technical - Spec checkers, also cube dwellers
- Coach - your advocate, critical to develop this person asap
Gatekeepers making buying decision
-control flow of info
- oftens PA's - hate backdoor approach
- ex. front desk clerk
Deciders making buying decision
- Make final decision
Highly successful sales reps consider everyone a prospect & influencer, true or fals
True
What is VAT
Value Analysis Team
Every single presentation includes....
How you''ll make $$$$
Efficency
What is PO
Purchase Order
Steps in buying process
1. Recognize
2. Define
3. Develop
4. Search
5. Acquire
6. Evaluate proposal
7. Place
8. Evaluate performance
What are organizational needs
Economic Criteria
Quality
Service
Survival
Profit
Growth
Innovation
Overlap in organization buying is
THE BUY
What are personal needs
Career growth
Self esteem
RIsk reduction
Friendships
Job Security
People
Financial Security
EVERY CUSTOMER YOU LOSE YOU MUST
GET 2 MORE
*DERIVED IS DEMAND FOR COMMODITY WHICH IS
A CONSEQUENCE OF DEMAND FOR SOMETHING ELSE
Maximize mutual understanding of value . true or false
True
Assertive
Strong opinions made known
Persuade others to see things their way
Take charge attitude
Dominate social situations
Responsive
How ppl express emotions
Readily express joy,anger, sorrow
Typically informal and casual
Empathetic
What are the 3 types of evidence when presenting
Ethos (I believe the source)
Logos (I believe the data)
Pathos (I believe my experience)
WHat is the sales process
1. Approach
2. Needs identification
3. Product/service identification
4. Overcome objections
5. CLose