Ama Pcm - Domain 7-5: Personal Selling And Sales Management

Front 1

Account Management Policies

Back 1

Specifies whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.

Front 2

Adaptive Selling

Back 2

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

Front 3

Approach

Back 3

The stage in the personal selling process involving the initial meeting between the salesperson and the prospect.

Front 4

Assumptive Close

Back 4

Asking the prospect to consider choices concerning delivery, warranty, or financing under the assumption that a sale has been finalized.

Front 5

Call Report

Back 5

Reports that may be used to evaluate and control salesforce performance, identifying customers called on and detailed information about interactions with those clients.

Front 6

Closing

Back 6

The stage in the personal selling process involving obtaining a purchase from the prospect.

Front 7

Cold Calling (Cold Canvassing)

Back 7

A method of prospecting in which salespeople telephone or go to see potential customers without appointments.

Front 8

Commission

Back 8

Compensation or financial incentive for salespeople based on a fixed percentage of their sales.

Front 9

Customer Sales Organization

Back 9

A sales organization structure in which a different salesforce calls on each separate type of buyer or marketing channel.

Front 10

Geographical Sales Organization

Back 10

A sales organization structure in which salespeople are assigned to districts with defined geographical boundaries and call on all customers and represent all products sold by the company.

Front 11

Inside Order Taker

Back 11

Order takers who work in sales offices and receive orders by mail, phone, and internet.

Front 12

Lead

Back 12

The name of a person or organization who may be a potential customer.

Front 13

Missionary Salespeople

Back 13

Support salespople, usually employed by the manufacturer, who assist the producer's customers in selling to their own customers.

Front 14

Need-Satisfaction Presentation

Back 14

A presentation format that emphasizes probing and listening by the salesperson to identify the needs and interests of prospective buyers.

Front 15

Objections

Back 15

Excuses for not making a purchase commitment or decision.

Front 16

Order Getter

Back 16

Sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers' use of a product or service.

Front 17

Order Taker

Back 17

Processes routine orders for products that were already sold by the company.

Front 18

Outside Order Taker (Field Order Taker)

Back 18

Salesperson who travels to customers.

Front 19

Preapproach

Back 19

The stage in the personal selling process involving obtaining further information about the prospect and deciding on the best method of approach.

Front 20

Product Sales Organization

Back 20

A sales organization structure in which salesforces are organized by product or product families to better serve customers.

Front 21

Prospect

Back 21

A customer who wants and needs the product.

Front 22

Prospecting

Back 22

Developing a database of potential customers.

Front 23

Qualified Prospect

Back 23

A customer who wants or needs the product, can afford to buy it, and is the decision maker.

Front 24

Relationship Selling

Back 24

The building of mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.

Front 25

Sales Management

Back 25

Planning the selling program and implementing and evaluating the personal selling effort of the firm.

Front 26

Sales Plan Formulation

Back 26

The sales management task involving setting objectives, organizing the salesforce, and developing account management policies.

Front 27

Sales Plan Implementation

Back 27

The sales management task involving salesforce recruitment and selection, training, and motivation and compensation.

Front 28

Sales Quota

Back 28

Specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Front 29

Salesforce Automation (SFA)

Back 29

The use of computer, information, communication, and internet technologies to make the sales function more effective and efficient.

Front 30

Salesforce Evaluation

Back 30

The sales management task involving quantitative assessment and behavioral evaluation of the salesforce.

Front 31

Stimulus-Response Presentation

Back 31

A presentation format that assumes that given the appropriate stimulus by a salesperson, the prospect will buy.

Front 32

Suggestive Selling

Back 32

Long-term course of action designed to deliver a unique customer experience while achieving its goals.

Front 33

Team Selling

Back 33

The use of a team of experts from all functional areas of a firm, led by a salesperson, to conduct the personal selling process.

Front 34

Trial Close

Back 34

Asking the prospect to make a decision on some aspect of the purchase.

Front 35

Urgency Close

Back 35

A closing method used to commit the prospect quickly by making reference to the timeliness of the purchase.