RR Unit 4

The SMART principle helps when planning sales targets and objectives.  In the context of selling recruitment services, what does the ‘T’ stand for in SMART?

• Tentative

• Terms (of business)

• Tested

• Timed

What is the third section of the sales cycle?

• Managing objections

• Showing Capabilities

• Asking for Commitment

• Creating Loyalty

What are the four groups that objections can be categorised into?

• Price

  Comparison

  Vague

  Important

• Not important

  Your view

  Sell

  Focus

• Price

  Capability

  Vague

  Irrelevant

• Open

  Closed

  Probe

  Funnelling

What is Pareto's Law?

• 80/20

• 70/30

• 10/90

• 50/50

Open question....

• Who are you?

• How can I help you?

• What job are you looking for?

• When are you looking to start work?

Where can you find sales opportunities?

• Social Media

• Lapsed clients

• Trade associations

• Job boards

What does "cross selling" mean?

• Selling to angry people

• Selling product to schools

• Buying expensive goods

• Selling an additional product or service to the buyer

What does CRM stand for?

• Cost

  Related

  Money

  Scheme

• Client Relationship Management System

• Cat

  Rat

  Mat

  Sat

• Continue

  Relationship

  Monitor