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