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7 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Personal selling |
Personal presentations by the firms sales force for the purpose of making sales and building customer relationships |
Salespeople, agents, district managers, account executives, sales consultants, sales engineers |
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Marketing and sales team |
Can clash with each other and blame them for not understanding each other well. |
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Selling process |
Prospecting and qualifying, pre approach, approach, presentation and demonstration, handling objections, closing, and follow up |
Goal of getting new customers and obtaining orders from them |
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Sales promotion |
Short term incentives to encourage the purchase or sales of a product or service |
Offers reasons to buy now |
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Objectives of sales promotion |
For sales force, getting more sales force support for current or new products and getting salespeople to sign up new accounts |
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Consumer Sales promotion tools |
Samples, coupons, refunds, premiums, displays to contests, sweepstakes |
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Trade promotions |
Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, and promote it in advertising |
Manufacturers direct more sales promotion dollars toward retailers and wholesalers |
