mark test 4

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

planning the selling program and implementing  and evaluating the personal selling effort of the firm

the practice of building ties to customers based on  a salesperson's atterntion and commitment to customer needs over time

a salesperson who processes routine orders or reorders for products that were already sold by the company

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

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

search for and qualify  prospects

gather information and decide how to approach the prospect

gain a prospect's attention, stimulate interest, and make transition to the presentation

begin converting a prospect into a  customer by creating a desire for the product or service

obtain a purchase commitement from a prospect and create a customer

ensure that the customer is satisfied with the product or service

a need satisfactoin sales presentation style that involves adjusting the presentation to fit the selling situation

a need-satisfaction sales presentation style that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution

a statement dscribing  what id to be achieved and where and how the selling effort of salespeople is to be deployed

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

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

specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period

the use of technology to tmake the sales function more effective and efficient