Save
Busy. Please wait.
Log in with Clever
or
show password
Forgot Password?
Don't have an account?  Sign up 
Sign up using Clever
or
Username is available taken
show password


Make sure to remember your password. If you forget it there is no way for StudyStack to send you a reset link. You would need to create a new account. Your email address is only used to allow you to reset your password. See our Privacy Policy and Terms of Service.

Already a StudyStack user? Log In

Reset Password
Enter the associated with your account, and we'll email you a link to reset your password.
focusNode
Didn't know it?
click below
 
Knew it?
click below
Don't Know
Remaining cards (0)
Know
0:00
edit
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

D077 Module 8

Personal selling

TermDefinition
Personal selling uses in-person interaction to sell products and services. This type of communication is used by sales representatives, who are the personal connection between a buyer and a company or a company’s products or services
Consultative selling Sales approach where the seller becomes a trusted advisor to the customer and builds a relationship to truly understand her needs
Solution selling Sales approach where the seller diagnoses the customer’s problem then recommends a mix of products and services (a solution) to solve it
Team selling Sales approach that involves multiple people from an organization joining forces to advance a customer opportunity
Telemarketing Method of direct marketing by a sales person over the phone
Adaptive selling Using social styles to customize a sales approach to the specific customer
Analytical People with this social style want to know “how"
Driver People with this social style want to know “what”
Amiable People with this social style want to know “why”
Expressive People with this social style want to know “who”
Integrated Marketing communication (IMC) Immersive and targeted communication with customers to help move them through the various stages of the buying process
Artificial Intelligence (AI) Intelligent machines (computers) capable of learning and interacting
Sales process steps that a sales person goes through to sell a product
Prospecting Before planning a sale, a salesperson conducts research to identify the people or companies that might be interested in his or her product
Qualifying A prospect is a lead that is qualified or determined to be ready, willing, and able to buy. Qualifying questions help separate prospects from those who do not have the potential to buy.
Approaching customers the salesperson explains the reason for wanting an appointment and sets a specific date and time. At the same time, the salesperson tries to build interest in the coming meeting
Presenting and demonstration Present the product and show how the product works
Handling objections answering questions /objections asked by prospective customers
Planned Obsolescence is a policy of designing a product with a limited useful life, so it will become unfashionable or will no longer functional after a certain period of time and put the consumer under pressure to purchase again.
Pyramid scheme is a non-sustainable business model that involves promising participants payment or services, primarily for enrolling other people into the scheme rather than supplying any real investment or sale of products or services to the public.2
Created by: mkale
Popular Marketing sets

 

 



Voices

Use these flashcards to help memorize information. Look at the large card and try to recall what is on the other side. Then click the card to flip it. If you knew the answer, click the green Know box. Otherwise, click the red Don't know box.

When you've placed seven or more cards in the Don't know box, click "retry" to try those cards again.

If you've accidentally put the card in the wrong box, just click on the card to take it out of the box.

You can also use your keyboard to move the cards as follows:

If you are logged in to your account, this website will remember which cards you know and don't know so that they are in the same box the next time you log in.

When you need a break, try one of the other activities listed below the flashcards like Matching, Snowman, or Hungry Bug. Although it may feel like you're playing a game, your brain is still making more connections with the information to help you out.

To see how well you know the information, try the Quiz or Test activity.

Pass complete!
"Know" box contains:
Time elapsed:
Retries:
restart all cards