Marketing

Front 1

The trait of having imagination and inventiveness and using it to come up with new Solutions and ideas

Back 1

Creativity

Front 2

The sum of the customers purchases over its entire life

Back 2

Customer lifetime value (CLV)

Front 3

A system to organize information about customers, their needs, company information, and sales information.

Back 3

Customer relationship management (CRM)

Front 4

The way in which a salesperson's product or service will meet the prospects needs and how that is different from the offerings of competitors, especially the next - best-alternative.

Back 4

Customer value proposition

Front 5

Set of people and organizations responsible for the flow of products and services from the producer to the ultimate user.

Back 5

Distribution Channel

Front 6

The ability to effectively understand and use your own emotions and those of people with whom you interact. Includes four aspects: (1) knowing your own feelings and emotions as they are happening, (2) controlling your emotions so you do not act impulsively, (3) recognizing your customers emotions (called empathy), and (4) using your emotions to interact effectively with customers

Back 6

Emotional intelligence

Front 7

Sales people who spend considerable time in the customer's place of business, communicating with the customers face - 2 - face.

Back 7

Field sales people

Front 8

The various options that firms have to sell their products. Examples include the internet, franchises, telemarketers, agents, value-added resellers, field sales people, and so on

Back 8

Go-to - market strategies

Front 9

Sales people who work at their employers location and interact with customers by telephone or letter

Back 9

Inside sales people

Front 10

Coordinated Communications programs that exploit the strengths various communication vehicles to maximize the total impact on customers.

Back 10

Integrated marketing Communications

Front 11

Independent Business people who are paid a commission by manufacturer for all products and services the agents sell.

Back 11

Manufacturers' Agents

Front 12

Sales people who work for a manufacturer and promote the manufacturer's products to other firms. Those firms buy products from distributors or other manufacturers, not directly from the sales person's firm.

Back 12

Missionary salespeople

Front 13

The process of a firm using various Go - 2 - Market strategies at the same time

Back 13

Multi-channel strategy

Front 14

Interpersonal communication process in which a seller uncovers and satisfies the needs of a buyer to the mutual, long - term benefit of both parties

Back 14

Personal selling

Front 15

Firms whose Go - 2 - Market strategy relies heavily on sales people.

Back 15

Sales force - intensive organization

Front 16

An attempt to gain insights into customers by using sophisticated Data Mining and analytic techniques.

Back 16

Selling Analytics

Front 17

Programs designed to reduce errors introduced by the selling system.

Back 17

Six Sigma selling programs

Front 18

The management of the supply chain

Back 18

Supply chain Logistics

Front 19

Salespeople who sell to firms that resell the products rather than using them within their own firms.

Back 19

Trade salespeople

Front 20

A phrase that highlights the fact that customers expect a selling firm to be available 24 hours a day, 7 days a week

Back 20

24 / 7 Service

Front 21

The total benefit that the sellers products and services provide to the buyer. Also, the customers perceived benefits received minus the selling price and minus the costs and hassles of buying.

Back 21

Value