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dariusnavy
on FreezingBlue Flashcards.
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the two-way flow of communication beteen a buyer and seller, often in face-to-face encounter, designed to influence a person's or group's purchase decision
personal selling
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planning the selling program and implementing and evaluating the personal selling effort of the firm
sales management
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the practice of building ties to customers based on a salesperson's atterntion and commitment to customer needs over time
relationship selling
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a salesperson who processes routine orders or reorders for products that were already sold by the company
order taker
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a salesperson who sells in a conventional sense and idetifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers' use of a product or service
order getter
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sales activities occuring before and after the sale itself, consisting of six stages:
1) prospecting
2) preapproach
3) approach
4) presentation
5) close
6) follow-up
personal selling process
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search for and qualify prospects
prospecting
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gather information and decide how to approach the prospect
preapproach
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gain a prospect's attention, stimulate interest, and make transition to the presentation
approach
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begin converting a prospect into a customer by creating a desire for the product or service
presentation
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obtain a purchase commitement from a prospect and create a customer
close
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ensure that the customer is satisfied with the product or service
follow-up
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a need satisfactoin sales presentation style that involves adjusting the presentation to fit the selling situation
adaptive selling
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a need-satisfaction sales presentation style that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution
consultative selling
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a statement dscribing what id to be achieved and where and how the selling effort of salespeople is to be deployed
sales plan
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the practice of using team selling to focus on important customers so as to build mutually beneficial, long term, cooperative relationships; also key account management
major account management
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policies that specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out
account management policies
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specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period
sales quota
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the use of technology to tmake the sales function more effective and efficient
salesforce automation (SFA)
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