Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
31 Cards in this Set
- Front
- Back
What is personal selling |
Personal selling is the process of a seller’s person to person promotional presentation to buyer. Geographically concentrated and low # of consumers, expensive complex custom made product often involving trade ins, high price, short channels. Or car sales person |
|
What is the main focus of today’s sales people? |
The main focus of today’s sales people is to build long-lasting relationships with customers. |
|
What is over the counter selling? |
Over the counter selling describes selling in retail and some wholesale locations. Most of these transactions take place directly with customers |
|
What is field selling? |
Field selling involves making sales calls on prospective and existing customers at their businesses or homes |
|
Distinguish between outbound and inbound telemarketing. |
Outbound telemarking takes place when a salesperson phones customers; Inbound telemarketing takes place when customers call the selling firm |
|
Network marketing |
Personal selling that relies on lists of family members and friends of a sales person who organizes gatherings of potential customers for an in-home presentation of selected products |
|
Telemarketing |
Promotional presentation involving the use of the telephone on an outbound basis by salespeople or on a inbound basis by customers who initiate calls to obtain info and place orders |
|
Inside selling |
Selling by phone, mail, and electronic commerce |
|
Identify the three major personal selling approaches. |
The three major personal selling approaches are relationship selling, consultative selling and team selling |
|
Distinguish between relationship selling and consultative selling. |
Relationship selling is a technique for building a mutually beneficial partnership with a customer. Consultative selling involves meeting customers needs by listening to, understanding, and paying attention to their problems then following up after a sale |
|
Cross-selling |
Selling multiple often related goods and services to the same customer based on knowledge of that customers needs |
|
Team selling |
Selling situation in which several sales associates or other members of the organization are employed to help the lead sales representative reach all those who influence the purchase decision |
|
Virtual sales team |
Network of strategic partners, suppliers, and others who recommend a firm’s goods or services |
|
What are the three major tasks performed by sales people? |
The three major tasks are order processing, creative selling and team selling |
|
What are the three steps of order processing |
The three steps of order processing are identifying customer needs, pointing out the need to the customer and completing the order |
|
Order processing |
Selling, mostly at the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers and completing orders |
|
Creative selling |
Personal selling in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customers’ needs |
|
Missionary selling |
Indirect selling method in which salespeople promote goodwill for their firm by educating customers and providing technical or operational assistance |
|
Sales incentives |
Programs that reward salespeople for superior performance |
|
Identify the seven steps of the sales process |
The seven steps of the sales process are prospecting and qualifying, approach, presentation, demonstration, handling objections, closing and follow up |
|
What are the basic functions performed by a sales manager? |
The seven basic functions of a sales manager are recruitment and selection , training , organization, supervision, motivation, compensation and evaluation and control. |
|
Define spam control |
Span control refers to the number of sales representatives who report to first- level sales managers |
|
What are the three main questions a sales manager must address as a part of a salesperson’s evaluation |
The three main questions a sales manager must address are the following: where does each sales person’s performance rank relative to predetermined standards? What are the salesperson’s strong points? Weak points? |
|
Why is it important for salespeople to maintain ethical behavior? |
Salespeople need to maintain ethical behavior because it is vital to their firm’s relationships which customers and because they represent their company. A breach of ethics could also be detrimental to an individuals career |
|
What are the characteristics of companies that foster corporate cultures that encourage ethical behavior? |
Characteristics of corporations fostering ethical behavior include the following: open communication, employees who understand what is expected of them, and managers who lead by example |
|
National accounts organization |
Promotional effort in which a dedicated sales team is assigned major customers to provide sales and service needs |
|
Span of control |
Number of representatives the report to first level sales manager |
|
Sales quotas |
Level of expected sales or a territory product customer or sales person against which actual results are compared |
|
Expectancy theory |
Theory that motivation depends on an individuals expectation of his or her ability to perform a job and how that performance relates to attaining a desired reward |
|
Commission |
Incentive compensation directly related to the sales or profits achieved by a sales person |
|
Salary |
Fixed compensation payment made periodically to an employee |