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23 Cards in this Set

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personal presentation by the firm's sales force for the purpose of making sales and building customer relationships
personal selling
an individual representing a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, info gathering, and relationship building
salesperson
analysis, planning, implementation, and control of sales force activities. It includes designing sales force strategy and structure and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople
sales force management
sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line
territorial sales force structure
a sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
product sales force structure
a sale force organization under which salespeople specialize in selling only to certain customers or industries
customer sales force structure
outside salespeople who travel to call on customers in the field
outside sales force
inside salespeople who conduct busines from their offices via telephone, the Internet, or visits prospective buyers
inside sales force
using teams to people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts
team selling
standard that states the amount a salesperson should sell and how sales should be divided among the company's products
sales quota
steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up
selling process
the step in the selling process in which the salesperson or company identifies qualified potential customers
prospecting
the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call
preapproach
the step in the selling process in which the salesperson meets the customer for the first time
approach
the step in the selling process in which the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems
presentation
the step in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying
handling objections
the step in the selling process in which the salesperson asks the customer for an order
closing
the last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business
follow-up
short-term incentives to encourage the purchase or sale of a produce or service
sales promotion
sales promotion tools used to boost short-term customer buying and involvement or to enhance long-term customer relationships
consumer promotions
creating a brand-marketing event or serving as a sole or participating sponsor of events created by others
event marketing
sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers
trade promotions
sales promotion tools used to generate business leads, stimulate purchases, reward customers, and motivate salespeople
business promotions