Personal Selling

Front 1

personal selling philosophy

Back 1

adopt the marketing concept, value personal selling, and assume the role of a problem solver or partner in helping customers make buying decisions

Front 2

personal selling

Back 2

occurs when a company representative interacts directly with a customer or prospective customer to present information about a product or ser-vice.

Front 3

marketing mix

Back 3

The combination of elements ( product, promotion, place, and price) that creates continuing customer satisfaction for a business.

Front 4

proxemics

Back 4

spatial distances between individuals in different cultures and situations

Front 5

consultative approach

Back 5

Assessing the Buyers Needs
Working through the sale
post-sale customer service

Result in Repeat business

Front 6

marketing concept

Back 6

A belief that the business firm should dedicate all its policies, planning, and operation to the satisfaction of the customer; a belief that the final result of all business activity should be to earn a profit by satisfying the customer.

Front 7

transactional selling

Back 7

A type of selling that most effectively matches the needs of the value- conscious buyer who is primarily interested in price and convenience.

Front 8

marketing and the economy

Back 8

employment
consumption
production

*selling is the catalyst

Front 9

market direct economy

Back 9

consumer is most important

Front 10

4 ps

Back 10

product
price
place
promotion

Front 11

marketing functions

Back 11

market research
product development
packaging and branding
pricing
physical distribution
promotion

Front 12

Promotional Blend

Back 12

Personal Selling
Advertising
Sales Promtion
Public Relations and Publicity

Front 13

Consultative approach

Back 13

Customer as person to serve
-needs identified through two-way comm.
-info giving
-negotiation
-interested in repeat buyng

Front 14

High Pressure Approach

Back 14

customer as person to be sold to
-high pressure sale promo
-manipulation
-making sales anyway possible

Front 15

strategic selling

Back 15

involves the preparation of a carefully conceived plan to accomplish sales objectives.

Front 16

Strategic/Consultative Selling Model

Back 16

developing a relationship strategy
- developing a product strategy
- developing a customer strategy
-developing a presentation strategy.

Front 17

Order Getting Salesperson

Back 17

opening new accounts
-most difficult

Front 18

order taking salesperson

Back 18

maintaining new accounts

Front 19

supportive salesperson

Back 19

any other supporting activities

Front 20

Retail Salesclerk

Back 20

check out; returns, stocking shelves

Front 21

retail salesperson

Back 21

one on one sales

Front 22

Wholesaler Insider Salesperson

Back 22

relies on phone
-office based
-internet
-growing due to cost saving

Front 23

manufacturer field salesperson

Back 23

increase sales for existing customers

Front 24

manufacturer sales engineer

Back 24

know tech details
-identify; analyze;solve customers problems

Front 25

manufacturer detail salesperson

Back 25

This person usually assists the customer by improving the customer’s ability to sell the product.

Front 26

wholesaler outside salesperson

Back 26

on the road
familiar with product

Front 27

direct salesperson

Back 27

independent contractors who represent manufacturers selling products or services directly to consumers, usually face to face but also via the telephone or Internet.

Front 28

producer-consumer

producer-wholesaler-retail-consumer

producer-wholesaler-consuer

Back 28

channels of distribution

Front 29

Selling Services

Back 29

financial services
Media services
newspaper advertising
hotel/convention center services
insurance
real estate
banking
busniess services

Front 30

empathy

Back 30

to imagine yourself in someone else’s position, to understand what that person is feeling. A salesperson simply cannot sell well without the invaluable ability to get critical feedback from the client through empathy. When you sense what the customer is feeling, you can change pace and make whatever modifications in your sales presentation are needed.

Front 31

win-win

Back 31

Help others solve their problems • Fix what caused the problem • Make life a joyous happening for others and themselves • Learn from the past, live in the present, and set goals for the future • Make commitments to themselves and to others and keep them both

Front 32

dr. maltz two discoveries

Back 32

1) Everything that you do, feel or how you behave is always consistent with your self-image.
2) The self-image can be changed.

Front 33

ideal self

Back 33

the person you would like to be

Front 34

apparent self

Back 34

the image you think other people have of you

Front 35

real self

Back 35

the person u think u really are

Front 36

emotional intellegence

Back 36

the capacity for monitoring our own feelings and those of others, for motivating ourselves, and for managing emotions well in ourselves and in our relationships.

Front 37

emotive style

Back 37

high sociability n dominance
expressive and willing to spend time maintaining and enjoying a large number of relationships

Front 38

directive style

Back 38

high dominance low soc
-appear to not listen and busy
-serious attitude
-maintians control
-

Front 39

reflective style

Back 39

low dominance n soc

Front 40

supportive style

Back 40

low dom high soc

Front 41

dominance

Back 41

control or prevail over other

Front 42

sociability

Back 42

amount of control we exert over our emotional expressiveness.