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16 Cards in this Set

  • Front
  • Back
Order Taker
processes routine orders or reorders for products that were already sold by the company.
Order Getter
sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers’ use of a product or service
search for and qualification of potential customers.
name of a person who may be a potential customer
a customer who wants or need the product
Qualified Prospect
if an individual wants the product, can afford the product, and is the decision maker
Cold Canvassing
salesperson may open a directory, pick a name, and contanct that individual or business.
3 Formats for Sales Presentation
1.) Stimulus-response Format
2.) Formula Selling Format
3.) Need-Satisfaction Format
Stimulus-response Format
a presentation format which assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
Formula Selling Format
Formula selling presentation is a presentation format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
Need-Satisfaction Format
a presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
-Adaptive selling - need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.
-Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
6 Ways to handle Objections by Customer
-Acknowledge and convert the objection


-Agree and neutralize

-Accept the objection


-Ignore the objection
Straight Salary
salesperson is paid a fixed per week, month or year
Straight Commission
a salesperson’s earnings are directly tied with sales or profit generated
Combination of Salary and Commission
specified salary, plus commission on sales or profit generated
2 Types of Sales Force Evaluations
1.) Quantitative Assessments

2.) Behavioral Evaluation