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23 Cards in this Set
- Front
- Back
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personal selling
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personal presentation by the firm's sales force for the purpose of making sales and building customer relationships
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salesperson
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an individual representing a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building
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sales force management
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analysis, planning, implementation, and control of sales force activities
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territorial sales force structure
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a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line
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product sales force structure
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a sales force organization under which salespeople specialize in selling only a portion of the company's products or lines
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customer (market) sales force structure
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a sales force structure under which salespeople specialize in selling only to certain customers or industries
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outside (field) sales force
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salespeople who travel to call on customers in the field
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inside sales force
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salespeople who conduct business from their offices via telephone, the internet, or visits from prospectives buyers
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team selling
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using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts
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sales quota
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a standard that states the amount a salesperson should sell and how sales should be divided among the company's products
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selling process
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the steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up
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prospecting
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a salesperson or company identifies qualified potential customers
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preapproach
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a salesperson learns as much as possible about a prospective customer before making a sales call
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approach
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a salesperson meets the customer for the first time
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presentation
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the step in the selling process in which the salesperson tells the "product story" to the buyer, highlighting customer benefits
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handling objections
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a salesperson seeks out, clarifies, and overcomes any customer objections to buying
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closing
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a salesperson asks the customer for an order
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follow-up
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a salesperson follows up after the sale to ensure customer satisfaction and repeat business
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sales promotion
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short-term incentives to encourage the purchase or sale of a product or service
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customer promotion tools
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sales promotion tools used to urge short-term customer buying or to enhance long-term customers relationship
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event marketing
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creating a brand-marketing event or serving as a sole or participating sponsor of events created by others
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trade promotion tools
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sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push in
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business promotion tools
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sales promotion tools used to generate business, leads, stimulate purchases, reward customers, and motivate salespeople
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