Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
37 Cards in this Set
- Front
- Back
|
Personal selling
|
Paid personal communication that attempts to inform customers and persuade them to buy products in an exchange situation
|
|
|
Prospecting
|
Developing a database of potential customers
|
|
|
Approach
|
The manner in which a sales person contacts a potential customer
|
|
|
Closing
|
The stage in the personal selling process when the salesperson asks the prospect to buy the product
|
|
|
Order getter
|
A salesperson who sells to new cutovers and increases sale to current customers
|
|
|
Order takers
|
Salespeople who primarily seek repeat sales
|
|
|
Support personnel
|
Sales staff members who facilitate selling but usually are not involved sally with making sales
|
|
|
Missionary salespeople
|
Support sales people usually employed by manufacturer; who asset the producer's customers in selling to their own customers
|
|
|
Trade salespeople
|
Salespeople involved mainly in helping a producer's customers promote a product
|
|
|
Technical salespeople
|
Support salespeople who give technical assistance to a firm's current customers
|
|
|
Team selling
|
The use of a team of experts fro all functional areas of a firm, led by a salesperson, to conduct the personal selling process
|
|
|
Relationship selling
|
the building of mutually beneficial long-term associations with a customer through regular communication over prolonged periods of time
|
|
|
Recruiting
|
developing a list of qualified applicants for sales positions
|
|
|
Sales promotion
|
An activity and/or material intended to induce resellers or salespeople to sell a product or customers to buy it.
|
|
|
Customer sales promotion methods
|
Sales promotion techniques that encourage consumers to patronize specific stores or try particular products
|
|
|
Coupons
|
Written price reductions used to encourage consumers to buy a specific product
|
|
|
Cents-off offer
|
A promotion that allows buyers to pay less than regular price to encourage purchase
|
|
|
Money refund
|
A sales promotion techniques that offers consumers a specified amount of money when they main in a proof of purchase, usually for multiple product purachses
|
|
|
Rebate
|
Sales promotion techniques in which a consumer receives a specified amount of money for making a single product purchase
|
|
|
Point-of-purchase (POP) materials
|
Signs, wind displays, display racks, similar devices used to attract customers
|
|
|
Demonstration
|
A sales promotion method a manufacturer uses temporarily to encourage trial use and purchase of a product or to show how a product works
|
|
|
Free sample
|
A sample of a product given out to encourage trial and purchase
|
|
|
Premium
|
An item offered free or at a minimum cost as a bonus for purchasing a product
|
|
|
Consumer contests
|
Sales promotion methods in which individuals compete for prizes based on their analytical or creative skills
|
|
|
Consumer Games
|
Sales promotion methods in which individuals compete for prizes based primarily on chance
|
|
|
Consumer sweepstakes
|
A sales promotion in which entrants submit their names for inclusion in a drawing for prizes
|
|
|
Trade sales promotion methods
|
Methods intended to persuade wholesalers and retailers to carry a producers products and market them aggressively
|
|
|
Buying allowance
|
A temporary price reduction to resellers for purchasing specified quantities of a product
|
|
|
Buy-back allowance
|
A sum of money given to reseller for each unit bought afar an initial promotion deal is over
|
|
|
Scan-back allowance
|
Manufacture's reward to retailers based on the number of pieces scanned
|
|
|
Merchandise allowance
|
Manufactures agreement to pay resellers certain amounts of money for providing special promotional efforts, such as setting up and maintaining display
|
|
|
Cooperative advertising
|
Arrangment in which a manufacturer agrees to pay a certain amount of realizers media cost for advertising the manufactures product
|
|
|
Dealer listing
|
Advertisement that promotes a product and identifies the names of participating retailers that sell the product
|
|
|
Free merchandise
|
Rewards given to retailers that purchase stated quantity of products
|
|
|
Dealer loader
|
gift, often part of a display, given to a retailer that purchases a specified quantity of merchandise
|
|
|
Premium money (push money)
|
Extra compensation to salespeople for pushing a line of goods
|
|
|
Sales contest
|
Sale promotion method used to motivate distributors, retailers, and sales personnel through recognition of outstanding achievements
|
