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24 Cards in this Set
- Front
- Back
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Personal Selling
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The direct interaction between the customer and the seller for the purpose of making a sale.
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Specialty goods
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Products aimed at a narrowly defined target market.
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Personal shoppers
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Sales associates who assemble items for specific customers prior to or in place of a visit to the retail store.
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Image consultants
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Individuals inolved in direct selling
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Manufacturer's sales representative (rep)
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Personal selling at the wholesale level
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Buying and selling process
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The method used by a salesperson to encourage a customer to reach a buying decision about a product or service.
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AIDA Model
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Attention, Interest, Desire, and Action create satisfaction to ensure continued loyalty in the firm.
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Sales approach
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The opening recognition andd greeting of a customer.
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Greeting approach
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A pleasant salutation expressing good wishes to the individual.
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Merchandise approach
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Directly makes reference to the merchandise at hand.
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Soft sell approach
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Presenting suitable merchandise to attract interest within the client.
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Hard sell approach
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Pushes customers to buy a product they may not want.
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Buying signal
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A customer will often signal he or she is ready to close the sale by a statement or action.
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Suggestion selling
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Offering related merchandise, such as accessories, larger quanitities of the same merchandise, in other colors or styles, promotional merchandise, or advertised merchandise.
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Customer directories
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Names, telephone numbers, and important details about the customer's purchases and preferences.
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Salesmanship
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The ability to sell goods in a fair, sincere, and distinctive manner.
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Spiffs
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May be given in the form of extra money, additional discounts, or merchandise whenever sales of specific items are made.
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Sales contests
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Sales associates compete against one another, against other stores within the chain, or against established goals to increase sales.
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Salary enhancements
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Special bonuses, merit pay, or slaary incentives used to motivate employees.
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Bonus
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A sum of money or the equivalent given to an employee in addition to the employee's compensation
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Merit pay
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Extra pay awarded to an employee for outstanding past performance.
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Profit sharing
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A plan that offers employees a chance to purchase stock in the company and an opportunity to receive shares of any profits earned by the company.
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Salary plus commission
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An incentive used by some retailers or departments in which employees are given a base salary plus an additional percent based on sales generated.
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Computer based training programs (CBTs)
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Interactive CD-Rom technology used in efforts to improve efficiency and effectiveness in sales associates.
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