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29 Cards in this Set

  • Front
  • Back
individual acting for a company by performing on or more of the following activities: prospecting, communicating, servicing, and info. gathering
Sales force management
analysis, planning, and implementing, and control of sales force activities. Includes setting and designing sales force strategy; recruiting training, compensating, supervising, and evaluating salespeople
Territorial sales force structure
sales force organization that assigns each salesperson to an exclusive geographic territory in whcih that salesperson sells co's full line
Product Sales Force Structure
sales force organiztion where salespeople specialize in selling only a portion of the co's product or lines
Customer Sales Force Structure
sales force organizaiton wher salespeople specialize in selling only to certain customers or industries--can be rated by sales size
Inside Sales Force
inside salespeople who conduct business from their offices via telephone or visits from prospective buyers--technical support, sales assistants, telemarketer and internet
Outside Sales force
outside salespeople who travel to call on customers
Traits of a good salesperson (5)
job commitment
self confidence
Team selling
using teams of people fom sales, marketing, and engineering, finance, technical support, and even upper management to service large, complex accounts
Sales quota
standard that states the amount a saleperson should sell and how sales should be divided among the company's products
Selling process
steps a salesperson follows when selling include: prospecting and qaulifying, preapproach, approach, presentation and demonstration, handling objectives, closing, and followup
salesperson indentifies qualified potential customers
salesperson learns as much as possible about the prospective customers before making the sales call
salesperson meets the customer and establishes relationship for the first time
salesperson tells the "product story" to the buyer, highlighting customer benefits
Handling objectives
salesperson seeks out, clarifies, and overcomes customer objectives to buying
asks for the order
saleperson follows up after the sale to ensure customer satisfaction and repeat business
Sales force training goals
1)help salespeople learn and identify with co.

2)learn about co's product

3)learn customers' and competitors' characteristics

4)learn how to make effective presentations

5)understad field procedures and responsibilities--paperwork is critical
Relationship marketing
process of creating, maintaining, and enhancing srong, value-laden relationships with customers and other stakeholders
Mass marketing
one-way communication aimed AT customers, uses segmentation and targeting
Direct marketing
direct connections with carefully targeted individual consumers to both obtain an immediate response and cultivqte lasting customer relationships

-two way interactions WITH customers
Customer database
organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
telephone marketing

(outbound) and (inbound)
use telephone to sell directly to customers

-outbound:telephone marketing sells directly to customers

-inbound:numbers provide a toll-free number to receive orders
Direct-Mail marketing
direct marketing through single mailings that include letters, ads, samples, foldouts--"salespeople with wings" sent to prospects on mailing lists
Catalog marketing
direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online
Direct-Response television marketing
direct marketing via television, including direct response television advertising, or infomercials and home shopping channels
Other forms of direct marketing (2)
Kiosk marketing
online marketing
Integrated Direct Marketing
direct marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits