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Account Management Policies
Specifies whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
Adaptive Selling
A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
Approach
The stage in the personal selling process involving the initial meeting between the salesperson and the prospect.
Assumptive Close
Asking the prospect to consider choices concerning delivery, warranty, or financing under the assumption that a sale has been finalized.
Call Report
Reports that may be used to evaluate and control salesforce performance, identifying customers called on and detailed information about interactions with those clients.
Closing
The stage in the personal selling process involving obtaining a purchase from the prospect.
Cold Calling (Cold Canvassing)
A method of prospecting in which salespeople telephone or go to see potential customers without appointments.
Commission
Compensation or financial incentive for salespeople based on a fixed percentage of their sales.
Customer Sales Organization
A sales organization structure in which a different salesforce calls on each separate type of buyer or marketing channel.
Geographical Sales Organization
A sales organization structure in which salespeople are assigned to districts with defined geographical boundaries and call on all customers and represent all products sold by the company.
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