17 Boone & Kurtz Contemporary Marketing

Front 1

consultative selling

Back 1

Meeting customer needs by listening to them, understanding their problems, paying attention to details, and following through after the sale.

Front 2

creative selling

Back 2

Personal selling that involves situations in which a considerable degree of analytical decision making on the buyer’s part results in the need for skillful proposals of solutions for the customer’s needs.

Front 3

field selling

Back 3

Sales presentations made at prospective customers’ locations on a face-to-face basis.

Front 4

inside selling

Back 4

Selling by phone, mail, and electronic commerce.

Front 5

missionary selling

Back 5

Indirect type of selling in which specialized salespeople promote the firm’s goodwill among indirect customers, often by assisting customers in product use.

Front 6

order processing

Back 6

Selling, mostly at the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers, and completing orders.

Front 7

over-the-counter selling

Back 7

Personal selling conducted in retail and some wholesale locations in which customers come to the seller’s place of business.

Front 8

personal selling

Back 8

Interpersonal influence process involving a seller’s promotional presentation conducted on a person-to-person basis with the buyer.

Front 9

point-of-purchase (POP) advertising

Back 9

Display or other promotion placed near the site of the actual buying decision.

Front 10

relationship selling

Back 10

Regular contacts between sales representatives and customers over an extended period to establish a sustained seller–buyer relationship.

Front 11

sales force automation (SFA)

Back 11

Applications of computer and other technologies to make the sales function more efficient and competitive.

Front 12

sales promotion

Back 12

Marketing activities other than personal selling, advertising, and publicity that enhance consumer purchasing and dealer effectiveness.

Front 13

specialty advertising

Back 13

Sales promotion technique that places the advertiser’s name, address, and advertising message on useful articles that are then distributed to target consumers.

Front 14

team selling

Back 14

Selling situation in which several sales associates or other members of the organization are recruited to assist the lead sales representative in reaching all those who influence the purchase decision.

Front 15

telemarketing

Back 15

Promotional presentation involving the use of the telephone on an outbound basis by salespeople or on an inbound basis by customers who initiate calls to obtain information and place orders.

Front 16

trade promotion

Back 16

Sales promotion that appeals to marketing intermediaries rather than to consumers.