Help
Options
Didn't know it?
click below
click below
Knew it?
click below
click below
Don't Know
Remaining cards (0)
Know
retry
shuffle
restart
0:00
Embed Code - If you would like this activity on your web page, copy the script below and paste it into your web page.
Normal Size Small Size show me how
Normal Size Small Size show me how
Marketing Mngt 6
Vocabulary Terms Chpt 16
| Question | Answer |
|---|---|
| Personal presentation by the firm's sales force for the purpose of making sales and building customer relationships | Personal selling |
| An individual representation a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building. | Salesperson |
| The analysis, planning, implementation, and control of sales force activities. It includes designing sales force strategy and structure and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople. | Sales force management |
| A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the companies full line. | Territorial sales force structure |
| A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines. | Product sales force structure |
| A sales force organization under which salespeople specialize in selling only to certain customers or industries. | Customer sales force structure |
| Outside salespeople who travel to call on customers in the field | Outside sales force |
| Inside salesperson who conduct business from their own offices via telephone, the internet, or visits from prospective buyers. | Inside sales force |
| Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts. | Team selling |
| A standard that states the amount a salesperson should sell and how sales should be divided among the companies products | Sales quota |
| The steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow- up | Selling process |
| The step in the selling process in which the salesperson or company identifies qualified potential customers | Prospecting |
| The step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call | Preapproach |
| The step in the selling process in which the salesperson meets the customer for the first time. | Approach |
| The step in the selling process in which the salesperson tell the "value story" to the buyer, showing how the company's offer solves the customer's problems. | Presentation |
| The step in the selling process in which the sales person seeks out, clarifies, and overcomes customer objections to buying | Handling objections |
| The step in the selling process in which the salesperson asks the person for an order. | closing |
| The last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business. | Follow-up |
| Sort term incentives to encourage the purchase or sale of a product or sale of a product or service | Sales promotion |
| Sales promotion tools used to boost short-term customer buying and involvement or to enhance long-term customer relationships | Consumer promotion |
| Creating a brand marketing event or serving as a sole or participating sponsor of events created by others | Event marketing |
| Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers | Trade promotions |
| Sales promotion tools used to generate business leads, stimulate purchases, reward customers, and motivate salespeople. | Business promotions |
Created by:
trgresham
Popular Marketing sets