D099 Module 5 Study Guide

D099 Module 2 Leave the first rating Students also studied Terms in this set (9) Save D099 Module 5 Study Guide 35 terms loolabunny78Preview Unit 4: Module 5: Sales Analytics: Pa...70 terms rthor74Preview D099 Module 12 22 terms cvda00Preview Intro to 55 terms ann Identify 5 points of differences between B2B and B2C markets.

1.) Target Audience 2.) Decision-Making Process 3.) Sales Cycles 4.) Relationship and Communication 5.) Pricing and Transaction Size What are the different sales channels used by companies?

1.) Direct Sales 2.) Retail 3.) E-Commerce 4.) Wholesale 5.) Channel Partners 6.) Affiliate Marketing 7.) Direct Mail and Telemarketing 8.) Social Media 9.) Subscription Services 10.) Partnerships and Alliances What is Key Account Management (KAM)?a strategic approach to managing and nurturing a company's most important and high-value customers How does Pareto principle apply to KAM?The Pareto Principle is also known as the 80/20 Rule. This can be applied to customer segmentation, revenue contribution, efficient resource management, problem solving and support, and strategic planning.Identify the difference between power skills and hard skills of salespeople.Hard Skills: specific, teachable abilities or knowledge sets that can be quantified Ex. Product knowledge, sales technique, CRM Software, and data analysis

Power Skills: attributes that help individuals interact effectively with others

Ex. Communication, emotional intelligence, negotiation, and relationship building

What are four essential skills needed for any salesperson to do the job well?

1.) Communication Skills 2.) Emotional Intelligence (EI) 3.) Problem-Solving Skills 4.) Sales Technique and Negotiation Skills Identify the six steps in the sales process. Give at least two characteristics in each of the six steps.

1.) Prospecting -Lead Generation -Qualification 2.) Initial Contact -Engagement -Personalization 3.) Needs Assessment -Discovery -Pain Points Identification 4.) Presentation -Solution Demonstration -Value Proposition 5.) Handling Objections -Objection Resolution -Negotiation 6.) Closing -Agreement Finalization -Follow-up What are the different phases in the sales funnel? 1.) Awareness 2.) Interest 3.) Consideration 4.) Intent 5.) Decision 6.) Post-Purchase/Retention Identify the characteristics of the following levels in the

sales funnel: Top of the Funnel; Middle of the Funnel;

Bottom of the funnel

TOFU: Awareness Stage, Broad Reach, Educational Content, Low Engagement

MOFU: Consideration Stage, Targeted Engagement, Nurturing Content, Higher

Engagement

BOFU: Decision Stage, Conversion Focus, Sales-Driven Content, High

Engagement