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13 Cards in this Set
- Front
- Back
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personal selling
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the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision.
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sales management
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planning the selling program, and implementing and evaluating the personal selling effort of the firm.
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relationship selling
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practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time.
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order taker
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processes routine orders or reorders for products that were already sold by the company.
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order getter
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salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers' use of a product or service.
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personal selling process
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sales activities occurring before and after the sale itself, consisting of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up.
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adaptive selling
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a need-satisfaction sales presentation that involves adjusting the presentation to fit the selling situation.
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consultative selling
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focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
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sales plan
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statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
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major account management
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practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships; also called key account management.
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account management policies
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policies that specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
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sales quota
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specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated period.
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salesforce automation (SFA)
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use of technology to make the sales function more effective and efficient.
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