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20 Cards in this Set

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  • Back
Basic Sales Tasks
order getting, order taking and supporting
Order getters
Salespeople concerned with establishing relationships with new customers and developing new business
Order - getting
Seeking possible buyers with a well organized sale's presentation designed to sell a good, service, or idea.
Order takers
Salespeople who sell to regular or established customers, complete most sales transactions, and maintain relationships with their customers
Order taking
The routine completion of sales made regularly to target customers
Supporting Salespeople
Salespeople who help the order oriented salespeople but don't try to get orders themselves
Missionary Salespeople
Supporting salespeople who work for producers by calling on intermediaries and thier customers
Technical Specialists
Supporting Salespeople who provide tech assistance to order- oriented salespeople
Customer Service Reps
Supporting salespeople who work with customers to resolve problems that arise with a purchase, usually after the purchase has been made
Team Selling
Different sales reps working together on a specific account
Major Accounting Sales Force
Salespeople who sell directly to large accounts such as major retail chain stores
Telemarketing
Using the phone to call on customers
Sales Territory
A geographic area that is the responsibility of one salesperson or several working together
Job Description
a written statement of what a salesperson is expected to do
Sales Quota
The specific sales or profit objective a salesperson is expected to achieve
Prospecting
Following all the leads in the target market to identify potential customers
Sales Presentation
A salesperson's effort to make a sale or address a customer's problem
Prepared Sales Presentation
A memorized presentation that is not adapted to each individual customer
Close
The salesperson's request for an order
Consultative Selling Approach
A type of sales presentation in which the salesperson develops a good understanding of the individual customer's needs before trying to close the sale