AEC 320

Final Exam ‘12Review Sheet

The Buying Decision

  1. Identify 5 types of technology adopters & explain the value of opinion leaders. –
  2. List characteristics of 3 buyer-types.

Preparation

  1. Set objectives for each call in the sales strategy.

The Opening

  1. Explain the 4 purposes of a good opening
  2. Explain and use several types of opening techniques.

The Presentation

  1. Relate the role and importance of both listening skills & non-verbal communication.
  2. Define features, advantages & benefits
  3. Review the Hot Sauce Role Play and be able to list features of a product and write FAB statements
  4. Be able to discover needs by probing
  5. Illustrate the 4 steps of the presentation process
  6. Explain 6 types of supporting evidence and tell where they each would work best, by DISC style and buyer type.-
  7. Using a spread sheet to show the benefits of your product versus a competitor - Testimonials, Price comparisons, Trials

Handling Objections

  1. Define 6 types of objections and how each one affects the probability of a sale, recalling the FishyLease role play.
  2. Describe a 4 step objection handling process –
  3. Explain the feel, felt, found technique. -

Closing the Call

  1. Identify incrementaltrial closes that take place during the selling process.-
  2. Understand what is difficult about the close for most people & why must it be overcome. -
  3. Describe some non-verbal buying signals.
  4. Match 5 closing techniques with their proper use situation.-

Follow-up & service

  1. Describe customer satisfaction levels & ways to insure satisfaction for each level
  2. Why is follow-up and customer service important in sales?
  3. What 2 ways are customers' expectations set and which is harder to duplicate and why?
  4. How would understanding expectations help a sales person?
  5. Explain buyer remorse & the importance of follow-up

Tips and Tools

  1. What is the most important probing skill, how should you do it and why is it difficult.
  2. Why is networking important, what are guidelines and some examples
  3. What is an elevator speech and its components?
  4. What is a call plan and a call report and why are they important?

Time & Territory Management

  1. What are reasons for having and for not having sales territories?
  2. Explain the COPS guidelines for establishing, revising & dividing territories. -
  3. Sales time management
  4. Other --McFall Active Cuisine case

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