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24 Cards in this Set

  • Front
  • Back
an indicvidual acting for a company by performing one or more of the follwing activites: propecting, communicating, servicing and information gathering
Sales force managment
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.
Territorial sales force structure
A sale force organization that assigns each salesperson to an exclusive gographis territory in which the salesperson sells the comany's full line.
Product sales force structure
A sales force oganization under which salespeople specialize in selling on ly a portion the company's products or lines.
Customer sales force structure
A sales force organization under which salespeople specialize in selling only to certain customers or industries
Outside sales force (field sales force)
Outside salespeople who travel to call on customers
Inside sales force
Inside salespeople who conduct business from their offices via telephone or visits from prospective buyers.
Team Selling
Using teams of people from sales, marketing, engineering, finance,technical support, and even upper management to service large, complex accounts
Sales Quotas
A standard that states the amount a salesperson should sell and how sales should be divided among the company's products.
Selling Process
the steps that the salesperson follows when selling, which include propecting and qualifying, preapproach, appoach, presentation and demonstration, handling objections, closing, and follow-up
the step in the selling process in which the salesperson identifies qualified potential customers
the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call
The step in the selling process in which the salesperson meets the customer for the first time
The step in the selling process in which the sales person tells the "product story" to the buyer, highlighting customer benefits.
handling objections
the step in the selling process in which the sales person seeks out, clarifies, and overcomes customer objections to buying.
The step in the selling process in which the salesperson asks the customer for an order
The last step in the selling process which the salesperson follows up after the sales to ensure customer satisfaction and repeat business.
Direct Marketing
Direct communications with the carefulling tageted individual consumers to obtain an imediate response
Customer Database
An organized collection of comprehensive data about individual customers or propects, including geographis, demographic, psychographic, and behavioral data.
Telephone Marketing
Using the telephone to sell directly to customers
direct-Mail markteting
Direct marketing through single mailings that in clude letters, ads, samples, fold-outs, and other "salespeople with wings" sent to prospects on mailing lists
Catalog marketing
direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stroes, or presented online.
Direct-response television marketing
direct marketing via television, including direct-response television advertising (infomercials) and home shopping channels.
Integrated Direct Marketing
Direct-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits.