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13 Cards in this Set
- Front
- Back
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Salesperson
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Sells and asks for the order
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Ordertaker
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does almost no selling but processes routine orders
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Order getter
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sells in the conventional sense (id’s prospects, provides info, persuades, closes sales, follows up)
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Missionary salesperson
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does not really ask for order; passes info on to customer.
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Consultative Selling
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salesperson is there to solve purchasers problems.
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Relationship Selling
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when buyer and seller have a relationship, it can solve issues and problems downstream
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Team Selling
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salesperson is backed by others in his/her company to provide assistance in sale and service.
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Tasks involved in Personal Selling
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1. Setting Objectives
2. Organizing the salesforce 3. Recruiting, selecting, training, and compensating sales people 4. Evaluating the performance of individual salespeople |
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3 Major roles of Personal Selling
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1. Sales people are critical link between firm and its customers
2. salespeople are the company in a consumer's eyes 3. personal selling may play a dominant role in a firm's marketing program |
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Personal Selling Process
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1.Prospecting
2.Preapproach 3.Approach 4.Presentation 5.Close 6.Follow-up |
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Stimulus-Response presentation format
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given the appropriate stimulus by a sales person, the prospect will buy
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Formula Selling presentation format
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view that a presentation consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect
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Needs Satisfaction presentation format
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emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers
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