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15 Cards in this Set

  • Front
  • Back
2 types of selling and diff b/t the 2
1- relationship selling- building ties to customers based on a salespersons attention/committment to them over time
2- partnership selling (enterprise selling)- buyers/sellers combine their expertise & resources to create customized solutions joint planning etc.
3 ways that personal sellers r attached to the company
1- sales people r the face of the company
2- personal selling may play a dominant role in a firms marketing program
3- sales people r the critical link b/t the firm & its customers
personal selling
involves the 2 way flow of communication b/t a buyer & seller, often in face-2-face comm, which they influence a persons decision
missonary salespeople & sales engineer
MS- salesman that dont directly sell but instead focus on promotional activities & adver new products
SE- specialize in indentifying, analyzing and solving problems w/ technical expertise
diff b/t order taker & order getter
order taker- someone that processes reorders & routine orders thatre already sold by the company, require little expertise
order getters- someone that actually persuades the customer to buy products, closes the sale and follows up on the product
3 types of personal selling
1- order taking
2- order getting
3- customer sales support
2 types of order takers
outside order takers
inside order takes
the 6 stages in the selling process
1- prospecting
2- preapproach
3- approach
4- presentation
5- close
6- follow-up
3 types of prospects
1- qualified prospect- person interested, willing to commit & money to purchase
2- prospect- customer who wants or needs the product
3- lead- person who might be a possible customer
3 types of presentations
1- stimulus-response format- knowing someone will buy, salesman give the appropriate stimulus
2- formula selling format- basic, non-flexible, step-by-step way, accurate way oof providing info to prospect
3- need-satisfaction format- more customer oriented way of selling via listening and satisfying needs of customer
3 interrelatted functions of sales management
1- formulating sales plan
2- implementing sales plan
3- evaluating sales plan & controlling sales force
3 ways to close
1- urgency close- fact to try and lure them quickly to final stage
2- assumptive close- ? about delivery, warranty - assume theyve already committed
3- trial close- ? to see if customers almost there
3 steps in sales plan formulation
1- setting objectives
2- organizing the salesforce & structure
3- developing account management policies
difference b/t adaptive and consultative selling
AS- salesperson that can adjust the presentation to fit the certain type of selling situation
CS- selling that focuses more on problems and solving them
emotional intelligence
sales quota
EI- persons ability to understands ones own emotions & emotions of other people w/ whom people interact w/ daily
SQ- specific goals assigned for salespeople to meet