Selling Building Partnerships 8Th Edition Chapter 6

Front 1

Banner Advertising

Back 1

Ads at the top, sides, or bottom of a web page.

Front 2

Bird Dog

Back 2

Also called a spotter, is a person who will provide names of leads for a sales person for a fee.

Front 3

Blitz

Back 3

A method where a large group of sales people make calls on all prospective businesses on a given geographic territory on a specific day.

Front 4

Bounce-Back Card

Back 4

A card returned from a lead requesting more information.

Front 5

Buying Community

Back 5

A small casual group in similar positions communicating constantly, socially and professionally.

Front 6

Center- of- Ifluence Method

Back 6

A method where the salesperson brings well-known influential people in the territory willing to supply information on leads.

Front 7

Cold Call

Back 7

Also called cold canvaas method, is a method where sales representative bring leads for new business by calling unknown organizations.

Front 8

Cold Canvass Method

Back 8

Also called Cold Call is where unfamiliar organizations are called to bring leads for a new business.

Front 9

Databases

Back 9

Information about leads, prospects, and customers.

Front 10

Data Mining

Back 10

Using artificial intelligence and statistical tools to find hidden insights in the volumes of data that are in the database.

Front 11

Endless- Chain Method

Back 11

A method where out of all the representatives interviews, he or she gets at least one lead from it.

Front 12

E- selling

Back 12

Utilizing email to generate leads.

Front 13

Exclusive Sales Territories

Back 13

Using a prospects geographic location, one can figure out if a salesperson can sell to that prospect.

Front 14

Extranet

Back 14

Internet network connecting buyers and suppliers.

Front 15

House Accounts

Back 15

An account assigned to sales executives instead of specific sales people responsible for the territory containing the account.

Front 16

Inbound Telemarketing

Back 16

The use of telephones for customers to ask questions or buy a product.

Front 17

Lead

Back 17

A future prospect; a person/organization that could hold the characteristics of a prospect.

Front 18

Lead Management System

Back 18

Part of the lead process where sales people analyze carefully the relative value of each lead.

Front 19

Lead Qualification System

Back 19

The process of qualifying leads.

Front 20

Merchandise Market

Back 20

A type of exhibition or trade show fashion industries use so manufactures can sell products.

Front 21

Negative Referral

Back 21

when a customer tells a sales person how badly them or their product performed.

Front 22

Networking

Back 22

Using networks to generate leads, gather information, generate sales, etc…

Front 23

North America Industry Classification System (NAICS)

Back 23

A uniform classification system for all businesses for all countries in North America.

Front 24

Outbound Telemarketing

Back 24

Using the telephone to produce and qualify leads to see whether they are true prospects.

Front 25

Postcard Pack

Back 25

Cards that include information of different firms, and is mailed to prospective buyers.

Front 26

Prequalification

Back 26

Firms determine whether leads are qualified before turning them into the field sales force

Front 27

Promoters

Back 27

Loyal customers that not only buy from a certain sales person but urge others to buy from this sales person as well.

Front 28

Prospect

Back 28

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

Front 29

Prospecting

Back 29

The process of locating potential customers for a product or service.

Front 30

Qualifying Lead

Back 30

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

Front 31

Referral Event

Back 31

Gatherings where current customers introduce prospects to sales people to produce leads.

Front 32

Referred Lead

Back 32

The name of a lead provided by a customer or a prospect of the salesperson.

Front 33

Search Engines

Back 33

Tools like the internet or specific websites individuals use to locate information.

Front 34

Selling Deeper

Back 34

Selling more to existing customers.

Front 35

Spotter

Back 35

Also called a bird dog, is when a person, for a fee, provides sales people with lead names.

Front 36

Standard Industrial Classification (SIC)

Back 36

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

Front 37

Systems Integrator

Back 37

An outside vendor who has been given the responsibility for purchasing products or services from others.

Front 38

Telemarketing

Back 38

The use of a telephone to communicate with customers and products that is systematic and constant.

Front 39

Trade Fair

Back 39

The European way of saying Trade Show.

Front 40

Trade Show

Back 40

Temporary exhibition for products by manufacturers and distributors.

Front 41

Webinars

Back 41

An online seminar.