______ selling is one of the ways of promoting services and products to potential, past, and current customers that requires sales agent-customer interaction.
Personal
Personal selling is very _____-centric
customer
What can be defined as a seller-customer exchange or transaction?
Sale
What is the central concept behind making a sale?
it is necessary to build collaborative relationships with clients to bring about outcomes that are desirable to all parties
What is the ultimate purpose of any marketing strategy?
increasing sales and revenue
To facilitate the sale of PT services a marketing department chooses and implements means of what 4 things?
- Recruitment/retention of clients (selling services)
- Client compliance (selling the treatment plan)
- Utilization of additional organization services (selling more)
- Gain personal influence (selling ideas)
What can be defined as the services provided by licensed professionals that meet customer needs and wants guided by the practitioner’s professional association and state licensure regulations?
Professional Service
Personal Selling is a technique of _____ we sell something
Professional Service Sales is talking about ____ we are selling
HOW
WHAT
What are 4 ways in which retail sales and PT sales differ?
- the properties of what is exchanged
- how clients are involved in the exchange
- marketing challenges
- levels of consumer protection
What are a few marketing challenges PTs face?
Customers cannot experience PT prior to “buying” it. They must rely on word of mouth, testimonials, and out markers.
The ideal therapist-client interaction is collaborative and built on _____.
trust
What are 4 participant mindsets that are required for a successful collaboration/partnership?
- belief that combining efforts provides an opportunity to achieve or exceed goals
- willingness to trust each other
- commitment to working jointly toward goals
- expectation that there will be reciprocal learning
What are 4 participant skills that are required for a successful collaboration/partnership?
- able to challenge one another
- able to negotiate and resolve disagreements
- able to create, negotiate for, and agree upon realistic expectations
- ale to recognize that change is needed and make adjustments
What are the 5 general steps in a professional service selling encounter?
1) Opening: establish a working relationship
2) Explore and confirm client needs, goals, questions
3) Present treatment plan (solutions) that meet client needs then match those needs with appropriate services
4) Respond to objections: Reduce concerns with accurate information
5) Closing: ask client if they are ready to buy the service (consent for treatment and setting up follow up visits for POC)
What are the 8 Integrated Relational Sales Concepts?
1) build relationship
2) collaborate
3) listen
4) question/clarify
5) educate
6) confirm understanding
7) agreement/informed consent
8) keep in touch
Marketing to established patients cost 1/_ what it does to attract new patients
5th
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Terminology57
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Pathway of Billing28
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Strategic Planning and Management63
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Behavioral Guidance: Values and Ethical Principles13
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Management and Supervision34
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Communication31
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Management and Decision Making61
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Entrepreneurship34
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Marketing41
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Selling16
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Jurisprudence22
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Financing22
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Economic Factors5
