Selling Building Partnerships 8Th Edition Chapter 1

Front 1

Creativity

Back 1

The trait of having imagination and inventiveness and using it to come up with new solutions and ideas.

Front 2

Customer-Centric

Back 2

Process of making the customer the center of everything that the selling firm does.

Front 3

Customer Lifetime Value (CLV)

Back 3

The sum of the customer's purchases over its entire life.

Front 4

Customer Relationship Management (CRM)

Back 4

A system to organize info about customers, their needs, company info, and sales info.

Front 5

Customer Value Proposition (Value proposition)

Back 5

A salesperson's product or service will meet the prospect's needs and how that is different from the offerings of competitors.

Front 6

Distribution Channel

Back 6

Set of people and organizations responsible for the flow of products and services from the producer to the ultimate user.

Front 7

Emotional Intelligence

Back 7

The ability to effectively understand and use your own emotions and those of people with whom you interact.

Front 8

Field Salespeople

Back 8

Salespeople who spend time in the customer's place of business, communicating to the customer directly.

Front 9

Go-to-market Strategies

Back 9

Various options that firms have to sell their products.

Front 10

Inside Salespeople

Back 10

Salespeople who work at their employer's location and interact with customers by telephone or letter.

Front 11

Integrated Marketing Communications

Back 11

Coordinated Communication programs exploiting strengths of various communication vehicles to maximize total impact on customers.

Front 12

Manufacturers' Agents

Back 12

Independent businesspeople who are paid a commission by a manufacturer for all products and services the agents sell.

Front 13

Missionary Salespeople

Back 13

Salespeople who work for a manufacturer and promote the manufacturer's products to other firms.

Hint 13

*Missionary:promote

Front 14

Multichannel Strategy

Back 14

The process of a firm using various go-to-market strategies at the same time.

Front 15

Personal Selling

Back 15

A process in which a seller finds and satisfies needs of a buyer to build a mutual, long-term benefit of both parties.

Front 16

Sales force-intensive Organization

Back 16

Firms whose go-to-market strategy relies heavily on salespeople.

Front 17

Six Sigma Selling Programs

Back 17

Programs designed to reduce errors introduced by the selling system.

Front 18

Trade Salespeople

Back 18

Salespeople who sell to firms that resell the products rather than using them within their own firms.

Front 19

24/7 Service

Back 19

A phrase that highlights the fact that customers expect a selling firm to be available 24 hours a day, 7 days a week.

Front 20

Value

Back 20

The total benefit that the seller's products and services provide to the buyer.