Marketing 332 Chapter 13

Front 1

Salesperson

Back 1

an indicvidual acting for a company by performing one or more of the follwing activites: propecting, communicating, servicing and information gathering

Front 2

Sales force managment

Back 2

The anlysis, planning, implementation, and control of sales for activities, It includes setting and designing sales force stategy and structure; and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople.

Front 3

Territorial sales force structure

Back 3

A sale force organization that assigns each salesperson to an exclusive gographis territory in which the salesperson sells the comany's full line.

Front 4

Product sales force structure

Back 4

A sales force oganization under which salespeople specialize in selling on ly a portion the company's products or lines.

Front 5

Customer sales force structure

Back 5

A sales force organization under which salespeople specialize in selling only to certain customers or industries

Front 6

Outside sales force (field sales force)

Back 6

Outside salespeople who travel to call on customers

Front 7

Inside sales force

Back 7

Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers.

Front 8

Team Selling

Back 8

Using teams of people from sales, marketing, engineering, finance,technical support, and even upper management to service large, complex accounts

Front 9

Sales Quotas

Back 9

A standard that states the amount a salesperson should sell and how sales should be divided among the company's products.

Front 10

Selling Process

Back 10

the steps that the salesperson follows when selling, which include propecting and qualifying, preapproach, appoach, presentation and demonstration, handling objections, closing, and follow-up

Front 11

Prospecting

Back 11

the step in the selling process in which the salesperson identifies qualified potential customers

Front 12

Preapproach

Back 12

the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call

Front 13

Approach

Back 13

The step in the selling process in which the salesperson meets the customer for the first time

Front 14

Presentation

Back 14

The step in the selling process in which the sales person tells the "product story" to the buyer, highlighting customer benefits.

Front 15

handling objections

Back 15

the step in the selling process in which the sales person seeks out, clarifies, and overcomes customer objections to buying.

Front 16

Closing

Back 16

The step in the selling process in which the salesperson asks the customer for an order

Front 17

Follow-Up

Back 17

The last step in the selling process which the salesperson follows up after the sales to ensure customer satisfaction and repeat business.

Front 18

Direct Marketing

Back 18

Direct communications with the carefulling tageted individual consumers to obtain an imediate response

Front 19

Customer Database

Back 19

An organized collection of comprehensive data about individual customers or propects, including geographis, demographic, psychographic, and behavioral data.

Front 20

Telephone Marketing

Back 20

Using the telephone to sell directly to customers

Front 21

direct-Mail markteting

Back 21

Direct marketing through single mailings that in clude letters, ads, samples, fold-outs, and other "salespeople with wings" sent to prospects on mailing lists

Front 22

Catalog marketing

Back 22

direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stroes, or presented online.

Front 23

Direct-response television marketing

Back 23

direct marketing via television, including direct-response television advertising (infomercials) and home shopping channels.

Front 24

Integrated Direct Marketing

Back 24

Direct-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits.