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22 Cards in this Set
- Front
- Back
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personal presentation by the firm's sales sorve for the purpose of making sales and building cusomter relationships
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personal selling
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an individual representing company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building
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salesperson
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the analysis, planning, implementation, and control of sales forve activites. It includes designing sales forve strategy and structure and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople
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sales force management
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a sales forve organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line
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territorial sales force structure
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a sales forve organization under which salespeople specialize in selling only a portion of the company's products or lines
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product sales force structure
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a sales force organization under which salespeople specialize in selling only to certain customers or idustries
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customer sales forve structure
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outside salespeople who travel to call on customers in the field
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outside sales force (or field sales force)
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inside salespeople who conduct business from their offices via telephone, the internet, or visits from prospective buyers
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inside sales force
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using teams of people from sales, marketing, engineering, finance, technical support, and even upper managment to service large, complex accounts
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team selling
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a standard that states the amount a salesperson should sell and how sales should be divided among the company's products
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sales quota
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the steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentaiton and demonstration, handling objections, closing, and follow-up.
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selling process
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the step in the selling process in which the salesperson identifies qualified potential customers
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prospecting
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the step in the selling process in which the salesperson learns as much as possible about a prospective customere before making a sales call
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preapproach
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the step in the selling process in which the salesperson meets the customer for the first time
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approach
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the step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits
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presentation
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the step in the selling process in which the salesperon seeks out, clarifies, and overcomes customer objections to buying
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handling objections
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the step in the selling process in which the salesperson asks the cusomter for an order
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closing
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the last step in the selling process in which the salesperson follows up afer the sale to ensure customer satisfaction and repeat business
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follow-up
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short-term inventrives to encourage the purchse or sale of a product or service
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sales promotion
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sales promotion tools used to urge short-term customer buying or to enhance long-term customer relationships
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consumer promotion tools
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sales promotion tools used to persuade reselers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers
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trade promotion tools
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sales promtoin tools used to generate business leads, stimulate purchases, reward customers, and motivate salespeople
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business promotion tools
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