Which of the following are examples of communication platforms? Emails, Memos, Reports, Letters Seminars, Workshops, Conferences, Meetings Newspapers, Magazines, OOH, Experiential, Radio, Television, Online/Digital Books, Journals, Libraries, Archives

Newspapers, Magazines, OOH, Experiential, Radio, Television, Online/Digital

What are the 5 principles of selling that focus on listening, messaging, and relationship building? Cold calling, mass emailing, social media ads, quick discounts, minimal engagement Price negotiation, product demonstration, customer incentives, quick sales, minimal follow-up Aggressive selling, high pressure tactics, product focus, quick closing, minimal listening 60% listening, concise messaging, customer focus, reputation, relationship building

60% listening, concise messaging, customer focus, reputation, relationship building

What are the key takeaways from the Ted Talk on listening? Listening is passive, requires no effort, is not important, and can be ignored Listening is only for music, not important in communication, and can be replaced by reading Listening is a skill only needed in specific professions, not in everyday life We spend 60% of our time listening but only retain 25%, make meaning from sound, sound places us in place and time, we are losing our listening due to gadgets

We spend 60% of our time listening but only retain 25%, make meaning from sound, sound places us in place and time, we are losing our listening due to gadgets

How do we make meaning from sound according to the principles discussed? Using headphones, increasing volume, and focusing on one sound source Listening to music, watching videos, and reading subtitles Pattern-recognition, differencing, and using a range of filters to decide what to pay attention to Ignoring background noise, focusing only on speech, and using visual cues

Pattern-recognition, differencing, and using a range of filters to decide what to pay attention to

What are some filters we can use to listen effectively? Silence, noise, soundscapes, echoes, reverberations, vibrations Culture, language, values, beliefs, attitudes, expectations Music, podcasts, audiobooks, radio, television, movies Volume, pitch, tone, speed, clarity, frequency

Culture, language, values, beliefs, attitudes, expectations

What are 5 listening exercises we can do to improve our listening skills? Listening to music, attending concerts, watching movies, reading books, writing essays Practicing speeches, debating, storytelling, acting, singing Silence for 3 minutes a day, listening to different channels, savoring mundane sounds, changing listening positions, RASA Reading aloud, repeating phrases, writing notes, watching videos, discussing topics

Silence for 3 minutes a day, listening to different channels, savoring mundane sounds, changing listening positions, RASA

What does savoring or enjoying mundane sounds involve? Listening to music Watching television Ignoring background noise Enjoying the sound of your washer/dryer

Enjoying the sound of your washer/dryer

What are the types of listening positions one can adopt? Active-passive, reductive-expansive, critical-emphatic Focused-distracted, attentive-inattentive, engaged-disengaged Loud-soft, fast-slow, high-low Silent-noisy, calm-anxious, relaxed-tense

Active-passive, reductive-expansive, critical-emphatic

What does the acronym RASA stand for in the context of listening? Receive, Appreciate, Summarize, Ask Read, Analyze, Speak, Act Reflect, Assess, Solve, Achieve Relax, Absorb, Study, Apply

Receive, Appreciate, Summarize, Ask

Media Selling and Communication Skills: Listening Techniques and Buyer-Seller Relationships

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Cards in this deck(100)

What is the term for the selling of advertising space in any communication platform?

Which of the following are examples of communication platforms?

What are the 5 principles of selling that focus on listening, messaging, and relationship building?

What are the key takeaways from the Ted Talk on listening?

How do we make meaning from sound according to the principles discussed?

What are some filters we can use to listen effectively?

What are 5 listening exercises we can do to improve our listening skills?

What does savoring or enjoying mundane sounds involve?

What are the types of listening positions one can adopt?

What does the acronym RASA stand for in the context of listening?

What is the main point of media selling?

What is media selling about?

What are three analogies to media selling?

Why is dating an analogy to media selling?

Why is sports an analogy to media selling?

Why is acting an analogy to media selling?

What are the three types of buyers in media selling?

Who are prospects in the context of media selling?

Who are considered prospects in media?

Who are customers in the context of media selling?

Who are partners in the context of media selling?

What are the two types of products in media selling?

What are tangible products in media selling?

What are intangible products in media selling?

What do intangibles require from a salesperson?

What qualities make a great salesperson?

What are the 4 P's of selling?

What is the 'Promise' in the 4 P's of selling?

What does 'Picture' refer to in the 4 P's of selling?

What does 'Proof' mean in the 4 P's of selling?

What is the 'Pitch' in the 4 P's of selling?

What are the key functions of a salesperson?

Why must salespeople put customers first?

What is the most important reason to develop new business?

Why are your best prospects your current customers?

How can a salesperson increase customer loyalty?

What does media selling take?

What are the 6 aspects of influence?

What is the principle of reciprocity in influence?

What does the principle of scarcity in influence suggest?

What does the principle of authority in influence imply?

What does the principle of consistency in influence mean?

What does the principle of liking in influence suggest?

What does the principle of consensus in influence imply?

What are 5 common mistakes when influencing people?

How does asking questions carefully and listening help in influencing people?

Why is it important to tell the truth when influencing people?

Why should you not be afraid when influencing people?

What does creating value do for salespeople?

What does creating value do in the context of sales?

What does creating value address in the sales process?

What is the formula for perceived value in sales?

What does 'Q' represent in the formula for perceived value?

What does 'R' represent in the formula for perceived value?

What does 'S' represent in the formula for perceived value?

What does 'P' represent in the formula for perceived value?

What are the 6 steps in creating value in sales?

What are the types of trends in media selling?

What does the burden of solutions in media selling involve?

What is consensus selling in media?

What does increased risk aversion in media selling require?

What does greater demand for customization in media selling mean?

What are the 4 new approaches in media selling?

What does serving the customer mean in new approaches to media selling?

What does focusing on customer success mean in new approaches to media selling?

What does selling as education mean in new approaches to media selling?

What does it mean that algorithms and AI are the competition in new approaches to media selling?

What are the three ways to buy in media selling?

What are ethics in the context of media selling?

What are the three types of ethics in media selling?

What are the 5 ethical responsibilities for media salespeople?

What is the responsibility to the consumer in media selling?

What are the types of responsibility to the community in media selling?

What is the global responsibility in media selling?

What is the general business responsibility in media selling?

What is the industry responsibility in media selling?

What is the local responsibility in media selling?

What is included in the ethics checklist for media selling?

What should you never take a chance on in media selling?

What is social selling in the context of media sales?

What is social selling when salespeople use social media?

How do salespeople provide value in social selling?

What does social selling allow salespeople to do?

What are some platforms used for social selling?

What are the 8 steps of social selling?

What is Step 1 in social selling?

What is Step 2 in social selling?

What is Followerwonk in the context of social selling?

What is Step 3 in social selling?

What is Step 4 in social selling?

What is Step 5 in social selling?

What is Step 6 in social selling?

What is Step 7 in social selling?

What is Step 8 in social selling?

What is the difference between social selling and social media marketing in terms of revenue?

What is the difference between social selling and social media marketing in terms of goals?

What is the difference between social selling and social media marketing in the sales vs. marketing debate?

What are the 5 P's in marketing?

What does 'Product' refer to in the 5 P's of marketing?

What does 'Price' refer to in the 5 P's of marketing?

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Media Selling and Communication Skills: Listening Techniques and Buyer-Seller Relationships

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