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19 Cards in this Set
- Front
- Back
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Good salespeople don't just try to sell the customer, they try to ________.
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Help the Customer Buy
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What are the three basic sales tasks?
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1.) Order-Getting
2.) Order-Taking 3.) Supporting |
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One person may do all three sales functions at once. True or False?
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True
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_______ are concerned with establishing relationships with new customers and developing new business.
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Order Getters
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______ing means seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea.
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Order-Getting
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These people sell to the tregular or established customers, complete most sales transactions, and maintain relationships with their customers.
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Order Takers
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________: The routine completion of sales made regularly to target customers. Usually requires on-going follow-ups.
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Order-Taking
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These people help the order-oriented salespeople, but they don't try to get orders themselves. Their activities are aimed at enhancing the relationship with the customer and getting sales in the long run.
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Supporting Salespeople
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These people are supporting salespeople who work for producers- calling on intermediaries and their customers.
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Missionary Salespeople
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These are supporting salespeople who provide technical assistance to order-oriented salespeople. These people are often science or engineering graduates with the know-how to understand the customer's applications and explain the advantages of a company's product.
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Technical Specialists
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These people work with customers to resolve problems that arise with a purchase, usually after the purchase has been made.
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Customer Service Reps
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When different people work together on a specific account it is called what?
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Team Selling
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________sales forces only sell directly to large accounts.
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Major Account Sales Force
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The specific sales or profit objective a salesperson is expected to achieve.
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Quota
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Following all the leads in the target market to identify potential customers.
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Prospecting
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This type of sales presentation uses a memorized presentation that is not adapted to each individual customer.
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The prepared sales presentation
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The Salesperson's request for an order.
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Close
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Developing a good understanding of the individual customer's needs before trying to close the sale. Trying to solve the customer's problem.
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The consultative selling approach.
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This type of approach starts with a prepared presentation outline-much like the prepared approach- and leads the customer through some logical steps to a final close.
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The Selling Formula Approach
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