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;
34 Cards in this Set
- Front
- Back
|
Account Management
|
The activities of a salesperson or sales team to build and support the relationship with a customer.
|
|
|
Account Planning
|
Establishing sales goals and objectives for each major customer.
|
|
|
Approach
|
The salesperson’s first formal contact with the potential customer.
|
|
|
Center of Influence
|
An opinion leader who can be quickly qualified as a potential customer because of his/her standing in the community.
|
|
|
Closing
|
The point at which the salesperson obtains the order from the customer.
|
|
|
Cold Calling
|
First contact with a lead whose interest is unknown.
|
|
|
Company Sales Forecast
|
A prediction of unit or dollar sales for a given period, in total or broken down by product, segments, or other categories, and based on the marketing strategy that will be put in place.
|
|
|
Consultative Selling
|
Sales personnel work closely with customers to help solve problems.
|
|
|
Direct Sales
|
Interaction with a consumer or company in order to make a sale.
|
|
|
Empathy
|
The salesperson knows precisely how prospects feel and communicates that understanding.
|
|
|
Environmental Forecast
|
An estimate of the economic, political, and social factors likely to affect the level of spending for the types of products or services being forecast.
|
|
|
Follow-up
|
After-sales service to ensure customer satisfaction in order to obtain repeat business.
|
|
|
Industry Forecast
|
An estimate of the amount and type of competitive activity that is likely to occur in an industry.
|
|
|
Leads
|
All those who may have need of a company’s product.
|
|
|
Missionary Sales
|
Indirect selling through people who do not obtain orders but influence the buying decision of others.
|
|
|
Negotiation
|
Two or more parties discuss or arrange a transaction.
|
|
|
Networking
|
Contacts with friends, relatives, and associates to obtain leads.
|
|
|
Preapproach
|
Preparation by the salesperson for the initial meeting with a prospect.
|
|
|
Presentation
|
The salesperson listens to the customer to identify needs and then describes how the product will fulfill them.
|
|
|
Prospect
|
A potential customer interested in the seller’s product.
|
|
|
Prospecting
|
Seeking potential customers within the company's target markets.
|
|
|
Qualified Prospect
|
A potential buyer interested in the seller’s product and with the attributes of a good customer.
|
|
|
Qualifying
|
Examining prospects to identify those with the authority and ability to buy the product.
|
|
|
Quotas
|
Quantitative objectives used to direct sales force activity and evaluate performance.
|
|
|
Referral
|
A lead provided by a prospect.
|
|
|
Relationship Selling
|
Forging bonds between buyer and seller to gain loyalty and mutual satisfaction.
|
|
|
Routing Schedule
|
A travel plan for calling on prospects that is developed to save time and minimize expenses.
|
|
|
Salary
|
The fixed amount of compensation paid regardless of performance.
|
|
|
Sales Structure
|
The organization of the reporting relationship between sales managers and salespeople.
|
|
|
Sales Territory
|
All the actual and potential customers, often within a specified geographic area, for which the salesperson has responsibility.
|
|
|
Team Selling
|
People from most parts of the organization, including top executives, work together to create a relationship with the buying organization.
|
|
|
Telemarketing
|
Making telephone calls to leads provided by marketing services or from other lists.
|
|
|
Territory Planning
|
Identifying potential customers, their sales potential and the frequency which which they will be contacted about various products.
|
|
|
Traditional Sales Approach
|
Emphasizing persuasive techniques to get consumers to buy a company's products.
|
