Personal Selling Mod 1

Front 1

marketing

Back 1

a separate organizational function that creates, communicates, and delivers value to customers and manages customer relationships in ways that benefit both the organization and its stakeholders.

Front 2

trust based professional selling

Back 2

(a form of personal selling) focuses primarily on interpersonal communication between buyers and sellers to initiate, develop and enhance customer relationships.

Front 3

customer value

Back 3

determined by customers' perception of what they get in exchange for what they have to give up.

Front 4

sales dialogue

Back 4

refers to the series of conversations between buyers and sellers that take place over time in an attempt to build relationships.

Front 5

canned sales presentations

Back 5

sales presentations that include scripted calls, memorized presentations, and automated presentations.

Front 6

sales professionalism

Back 6

a customer-oriented approach that uses truthful, nonmanipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Front 7

diffusion of innovation

Back 7

the process whereby new products, services, and ideas are distributed to the members of society.

Front 8

consultative selling

Back 8

the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.

Front 9

adaptive selling

Back 9

the ability of a salesperson to alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations and different customers.

Front 10

strategic orchestrator

Back 10

the salesperson arranges the use of the sales organization's resources in an effort to satisfy the customer.

Front 11

business consultant

Back 11

the salesperson uses internal and external sources to become an expert on the customer's business.

Front 12

long-term ally

Back 12

the salesperson supports the customer, even when an immediate sale is not expected.