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29 Cards in this Set
- Front
- Back
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Salesperson
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individual acting for a company by performing on or more of the following activities: prospecting, communicating, servicing, and info. gathering
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Sales force management
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analysis, planning, and implementing, and control of sales force activities. Includes setting and designing sales force strategy; recruiting training, compensating, supervising, and evaluating salespeople
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Territorial sales force structure
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sales force organization that assigns each salesperson to an exclusive geographic territory in whcih that salesperson sells co's full line
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Product Sales Force Structure
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sales force organiztion where salespeople specialize in selling only a portion of the co's product or lines
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Customer Sales Force Structure
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sales force organizaiton wher salespeople specialize in selling only to certain customers or industries--can be rated by sales size
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Inside Sales Force
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inside salespeople who conduct business from their offices via telephone or visits from prospective buyers--technical support, sales assistants, telemarketer and internet
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Outside Sales force
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outside salespeople who travel to call on customers
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Traits of a good salesperson (5)
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enthusiasm
persistence job commitment initiative self confidence |
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Team selling
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using teams of people fom sales, marketing, and engineering, finance, technical support, and even upper management to service large, complex accounts
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Sales quota
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standard that states the amount a saleperson should sell and how sales should be divided among the company's products
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Selling process
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steps a salesperson follows when selling include: prospecting and qaulifying, preapproach, approach, presentation and demonstration, handling objectives, closing, and followup
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Prospecting
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salesperson indentifies qualified potential customers
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Preapproach
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salesperson learns as much as possible about the prospective customers before making the sales call
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Approach
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salesperson meets the customer and establishes relationship for the first time
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Presentation
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salesperson tells the "product story" to the buyer, highlighting customer benefits
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Handling objectives
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salesperson seeks out, clarifies, and overcomes customer objectives to buying
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Closing
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asks for the order
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Follow-Up
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saleperson follows up after the sale to ensure customer satisfaction and repeat business
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Sales force training goals
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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 |
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Relationship marketing
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process of creating, maintaining, and enhancing srong, value-laden relationships with customers and other stakeholders
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Mass marketing
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one-way communication aimed AT customers, uses segmentation and targeting
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Direct marketing
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direct connections with carefully targeted individual consumers to both obtain an immediate response and cultivqte lasting customer relationships
-two way interactions WITH customers |
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Customer database
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organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
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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 |
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Direct-Mail marketing
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direct marketing through single mailings that include letters, ads, samples, foldouts--"salespeople with wings" sent to prospects on mailing lists
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Catalog marketing
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direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented online
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Direct-Response television marketing
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direct marketing via television, including direct response television advertising, or infomercials and home shopping channels
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Other forms of direct marketing (2)
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Kiosk marketing
online marketing |
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Integrated Direct Marketing
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direct marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits
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