Discussion Questions for Confessions of a Public Speakerjxe
1. What piece of advice does Berkun say almost everyone gives before giving a presentation?
To imagine that everyone in the room is naked.
What advice does he give to deal with the p
Case Study/Final Exam
Chapter 1- Overview of Personal Selling
1. Brenda had been thinking about Pat Bradys feedback that directed her to become more of a
consultative salesperson. In thinking about her own selling appro
Chapter slides 1-6
Notes for pop quiz
Advertising and PR
General Motors, Procter & Gamble, and Time Warner each spend almost
$10 million a day on national advertising in the United States alone.
Advertising, defined as any form o
Chapter 1: Overview of Personal Selling
a. The emphasis is changing from sales pitches to salespeople striving for
collaborative dialogue with the customer.
b. The Brooks Group- a leading sales training and consulting
1. Which of the following about lead qualification management is false?
Firms avoid engaging in prequalification of leads for their field sales forces
2. A lead management system is:
Used to analyze the relative value of each lead
3. Which of the followin
Chapter 1: What is Advertising Today?
1. What is advertising?
a. It goes through a mass medium
b. Marketing Communications- tools that companies and organizations use to initiate
and maintain contact with their customers, clients, and prospect
1. The One-Word Pitch.
2. The Question Pitch.
Whens the last time you looked at each part of your organization and thought, How can
we do this better?
3. The Rhyming Pitch.
A man with drive will thrive.
4. The Subject Line Pitch.
January revenue, a
1. Learn more about the details underlying the SPIN selling approach.
2. Understand the differences between simple sales and larger/major account sales and how
SPIN selling counts a call as success or failure.
3. Understand what the fo
1. Reflect upon the old ABCs of
selling in the transactional, information-asymmetric, buyer
2. Discuss the new ABCs of selling in the relational era, information-parity, seller-beware era.
3. Reinforce learning the new ABCs
The Optimal Sales Structure
February 1, 2012
1. Benefits and shortcomings of this type of sales force organization.
a. One Stop Doc is using a customer specialist sales force organization. This gives
them extensive cust
Sales Interview with Jeremy Henderson
By: Alison Motroni
I interviewed Jeremy Henderson with Elanco Animal Health Pharmaceuticals. He started
with Elanco in March of 2009. Before switching to Elanco, Jeremy worked for the companys
biggest competitor, Meri
Strategic Prospecting Process
Generating Sales Leads Determining sales prospects prioritizing sales prospects
Preparing for sales dialogue Remaining Stages in trust based sales process
Strategic Prospecting ProcessGenerating sales leads, determining sale
1. Alternative Selling Approaches
a. Adaptive Selling- The ability of a salesperson to alter their sales messages and
behaviors during a sales presentation or as they encounter different sales
situations and different customers
b. Stimulus Response Sellin
Relationship Enhancers and Detractors
Enhancers- focus on long term, deliver more than salesperson promises, call regularly, add value,
keep communication lines open, take responsibility for problems
Detractors- focus on short term, overpromise-
1. Contributions of Personal Selling
a. More money is spent on personal selling than on any other form of marketing
b. Salespeople and Society
b.i. Salespeople contribute to their nations economic growth in two basic
ways: they act as
Chapter 2: Building Trust and Sales Ethics: Developing Trust and Mutual Respect with Clients
a. Trust- the extent of the buyers confidence that he or she can rely on the
a.i. Openness- completely free from concealmen
Chapter 3: Understanding Buyers
a. EDS- understands customers needs
a.i. Salespeople must understand the customers business
a.ii. Must understand a potential customers business drivers and how to apply
technology to improve the prospects b
Chapter 4: Communication Skill
a. Trust-based sales communication- talking with rather than at the customer. A
collaborative and two-way form of communication that allows buyers and sellers
to develop a better understanding of the need sit
Chapter 6: Planning Sales Dialogues and Presentations
2. Customer-Focused Sales Dialogue Planning
a. Sales call- takes place when the salesperson and buyer or buyers meet in person to
b. Sales Dialogue- Comprises business
Chapter 7: Sales Dialogue: Creating and Communicating Value
2. Effective Sales Dialogue
3. Encouraging Buyer Feedback
a. Check backs or response checks- a form of questioning seeking feedback from the
buyer, commonly employed at two key po
Reasons why prospects raise objections
1. Prospect wants to avoid the sales interview
2. Salesperson has failed to prospect and qualify properly
3. Objecting is a matter of custom
4. Prospect resists change
5. Prospect fails to recognize a need
Chapter 10: Adding Value: Self-leadership and Teamwork
1. Effective Self-Leadership
a. Self-leadership- a critical requirement for success in any career, doing the right
things and doing them well
b. Stage 1: Setting Goals and objectives
b.i. Goals and ob
Technical buyer influence
-economic-in charge of the money, the ones with the purse strings, deciding to buy or not
-technical- based on specifications of product, Is it actually going to work?
-User influence- the end users
-Advocate- somebody in THAT co