Marketing Chapter 13

Front 1

Salesperson

Back 1

An individual representing a company to customers by performing prospecting, relationship building, selling, servicing, etc. A very wide term that encompasses a lot of people.

Front 2

Territorial Sales Force Structure

Back 2

A sales force organization that assigns each salesperson to an exclusive region. Promotes local relationship building while cutting down on travel costs.

Front 3

Product Sales Force Structure

Back 3

Employees only sell an assigned product. Promotes employees building substantial product knowledge. Good for complex products or firms that have a wide variety of products.

Front 4

Market/Customer Sales Force Structure

Back 4

Assigning sales to people to sell only to assigned industries or customers.

Front 5

Outside Sales Force

Back 5

Salespeople who leave the office on calls.

Front 6

Inside Sales Force

Back 6

Salespeople who conduct business from their offices via telephone or the internet.

Front 7

Team Selling

Back 7

Managing complex accounts by employing a sales team with diverse backgrounds in sales, finance, engineering etc to help unearth solutions and sales opportunities that otherwise wouldn't be reached.

Front 8

Characteristics of the best Salespeople

Back 8

Intrinsically motivated, disciplined work style, ability to close and ability to build relationships.

Front 9

Advertising Specialties

Back 9

Ex. When you buy a car you get a branded hat.

Front 10

Event Marketing

Back 10

Sponsoring local events or creating their own events for the purpose of promotion.

Front 11

Trade Promotions

Back 11

Offering promotions to wholesalers and retailers that incentivize them to carry a brand, give it more shelf space, promote it or push it to consumers.

Front 12

Business Promotions

Back 12

Appearing at conventions and trade shows as well as putting on sales contests between your sales force for the purpose of increasing sales.