Mk 19: Personal Selling And Sales Management

Front 1

Relationship Selling

Back 1

Sales philosophy and process that emphasizes a commitment to maintaining the relationship over the long term and investing in opportunities that are mutually beneficial to all parties

Front 2

What is the personal selling process?

Back 2

1) Generate and Qualify (Evaluate Potential) Leads (Customers)
2) Preapproach (Occurs prior to meeting, research)
3) Sales presentation and overcoming reservations
4) Closing the sale (Obtaining a commitment from the customer to make a purchase)
5) Follow up

Front 3

Sales Management

Back 3

Involves planning, direction, and control of personal selling activities

Front 4

Order Getter

Back 4

Salesperson whose primary responsibilities are identifying potential customers and engaging those customers in discussions to attempt to make a sale

Front 5

Order Taker

Back 5

Salesperson whose primary responsibility is to process routine orders

Front 6

Sales Support Personnel

Back 6

Enhance and help with overall selling effort