Selling Building Partnerships 8Th Edition Chapter 6

Front 1

Ads placed at the top, sides or bottom of a web page, encouraging the viewer to visit a different web site.

Back 1

Banner Advertising

Front 2

Individual who, for a fee, will provide the names of leads for the salesperson: also called a spotter

Back 2

Bird Dog

Front 3

Canvassing method in which a large group of sales-people attempt to make calls on all prospective businesses in a given geographic territory on a specified day.

Back 3

Blitz

Front 4

Card returned from a lead that requests additional information

Back 4

Bounce Back Card

Front 5

Small, informal group of people in similar positions who communicate regularly, often both socially and professionally.

Back 5

Buying Community

Front 6

Prospecting method wherein the salesperson cultivates well-known, influential people in the territory who are willing to supply lead information.

Back 6

Center of Influence Method

Front 7

Prospecting method in which a sales representative tries to generate leads for new business by calling on totally unfamiliar organizations; also called cold calls.

Back 7

Cold Call

Front 8

Prospecting method in which a sales representative tries to generate leads for new business by calling on totally unfamiliar organizations; also called cold calls.

Back 8

Cold Canvas Method

Front 9

Information about leads, prospects, and customers.

Back 9

Databases

Front 10

The use of artificial intelligence and statistical tools to discover hidden insights in the volumes of data in a database

Back 10

Data Mining

Front 11

prospecting method whereby a sales representative attempts to get at least one additional lead from each person he or she interviews.

Back 11

Endless chain method

Front 12

Utilizing e-mail to generate leads

Back 12

e-selling

Front 13

method that uses a prospects geographic location to determine whether a salesperson can sell to that prospect.

Back 13

exclusive sales territories

Front 14

Secure internet-based network connecting buyers and suppliers

Back 14

extranet

Front 15

Accounts assigned to a sales executive rather than to the specific salesperson responsible for the territory containing the account.

Back 15

house accounts

Front 16

Use of the telephone, usually with a toll-free number, that allows leads and or customers to call for additional information or to place an order

Back 16

inbound telemarketing

Front 17

A potential prospect; a person or organization that may have the characteristics of a true prospect

Back 17

lead

Front 18

The part of the lead process in which salespeople carefully analyze the relative value of each lead.

Back 18

lead management system

Front 19

A process for qualifying leads

Back 19

lead qualification system

Front 20

A form of exhibition or trade show used in fashion industries for manufacturers to sell products to retailers

Back 20

merchandise market

Front 21

A customer who tells others about how poorly you or your product performed

Back 21

Negative referral

Front 22

Establishing connections to other people and then using those networks to generate leads, gather information, generate sales, and so on.

Back 22

Networking

Front 23

A uniform classification system for all business for all countries in North America

Back 23

North America industry classification system

Front 24

Using the telephone to generate and qualify leads to determine whether they are truly prospects also used to secure orders and provide customer contact

Back 24

Outbound telemarketing

Front 25

Cads that provide targeted information from a number of firms: This pack is mailed to prospective buyers

Back 25

Postcard Pack

Front 26

Determination by firms whether leads are qualified before turning them over to the field sales force

Back 26

Pre-qualification

Front 27

Your most loyal customers who not only keep buying form you but also urge their friends and associates to do the same

Back 27

Promoters

Front 28

A lead that is a good candidate for buying what the salesperson is selling

Back 28

Prospect

Front 29

The process of locating potential customers for a product or service

Back 29

Prospecting

Front 30

The process of determining whether a lead is in fact a prospect.

Back 30

Qualifying a lead

Front 31

Gatherings designed to allow current customers to introduce prospects to the salesperson in order to generate leads.

Back 31

Referral Event

Front 32

Name of a lead provided by either a customer or a prospect of the salesperson.

Back 32

Referred Lead

Front 33

The tools that individuals use to locate information on the Internet or on a specific Web site.

Back 33

Search Engines

Front 34

Selling more to existing customers

Back 34

Selling Deeper

Front 35

Individual who, for a fee, will provide the names of leads for the salesperson aka bird dog

Back 35

Spotter

Front 36

A uniform classification system for an industry. The SIC system is being replaced by the new North America Industry Classification System (NAICS)

Back 36

Standard industrial classification (SIC)

Front 37

Outside vendor who has been delegated the responsibility for purchasing: has the authority to buy products and services from others.

Back 37

Systems Integrator

Front 38

Systematic and continuous program of communicating with customers and prospects via telephone and or other person-to-person electronic media.

Back 38

Telemarketing

Front 39

The European term for trade show

Back 39

Trade Fair

Front 40

Short exhibition of products by manufacturers and distributors.

Back 40

Trade Show

Front 41

Online seminar

Back 41

Webinars