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Test 1 study
Business sales
| Question | Answer |
|---|---|
| The personal communication of information to unselfishly persuade a prospective customer to buy something that satisfies that individuals needs. | Personal selling |
| Refers to the sales philosophy of unselfishly treating other as you would like to be treated. | The golden rule of personal selling |
| Refers to making a contribution to the welfare of others. | Service |
| Sells goods or services to consumers for their personal, non-business use. | Retail salesperson |
| Sells face-to-face to consumers - typically in their names- who use the product for their personal use. | Direct sellers |
| Buy products from manufacturers and others and sell to other organizations | Wholesale sellers |
| Firms engaged in wholesaling | Wholesaling middlemen |
| A person who works for an organization that produces a product. | Manufacturing sales rep |
| Sales people who only take orders by asking what the customer wants or waiting for the customer to order. They have no sales strategy and use no sales presentation | Order takers |
| Sales people who get new repeat business using a creative sales strategy and a well-executed sales presentation. | order getter |
| The upward sequence of job movements during a sales career | career path |
| Based soley on performance. Many salespeople have opportunities to earn large salaries. Their salaries average even higher than salaries for other types of workers at the same organizational level. | Financial rewards |
| Generated by the individual, not given by the company. | Non-financial rewards |
| Goodness, morally right. | moral ethics |
| concerns out emotions, passions, and desires. Most difficult trait for a salesperson to develop. | self control |
| Rise early, work late, and prepare for the next day in the evening creating time for family. set priorities. | self discipline |
| Plans, organizes, and executes activities that increase sales and profits in a given territory. | territory manager |
| A sales territory compromises a group of customers often assigned within a group within a... | geographical area |
| the cognitive ability to see the selling process as a whole and the relationship among its parts | conceptual skills |
| the sellers ability to work with and through other people | human skills |
| the understanding of and proficiency in the performance of specific skills | technical skills |
| technology is going more high tech for sales people. use of internet for selling | e selling |
| the activity, set of institutions, and process for creating, communicating, delivering, and exchanging offers that have value for customers, clients, partners, and society at large. | marketing |
| Before great depression. builds a better mouse trap and the work will beat a path to your door | the production process |
| early 1940s. developing sophisticated selling techniques | the selling concept |
| beginning in the 1950's. marketing rather than selling. A business philosophy that says the customers want satisfaction is the economical and social justification for a firms existence. | the marketing concept |
| consists of four main elements. A marketing manager uses to market good and services | marketing mix |
| Purchases products and then sell to organizations and/or individuals | resellers |
| increases company sales by communication product information to potential customers | promotion |
| the creation of customer loyalty | relationship marketing |
| a subjective satisfaction assessment that customers arrive at by comparing the service level they believe an organization ought to deliver to the service level that they perceive being delivered | service quality |
| managements obligation to make choices and take actions that contribute to the welfare and interests of society as well as to those of the organization | social responsibility |
| any group within or outside the organization that has a stake in the organizations performance | stakeholder |
| to produce the goods and services that society wants and to maximize profits for its owners and shareholders | economic responsibilities |
| treating others fairly | ethical behavior |
| arises in a situation when each alternative choice or behavior has some undesirable element due to potentially negative ethical or personal consequence | ethical dilemma |
| rights desired by employees regarding their job security and their treatment by employers while on the job, irrespective of whether those collective bargaining agreements of labor unions. | employee rights |
| court upheld the company's right to discharge its employees for union activities and indicated that the results would be the same if the company's emplyees were discharged for being Presbyterian | termination at will rule |
| honesty without compromise or corruption | integrity |
| reference used to describe integrity and trust from the attributes that make up distinguish organization and salesperson | character |
| The process of internalization- the sales person can apply the stimuli and observe the behavior of the prospect but cannot witness the prospects actual decision making process | black box approach |
| the process by which a person selects, organizes, and interprets information | perception |
| The altering of information | selective distortion |
| buyers may remember only information that supports their attitudes and beliefs and forget what does not. | selective retention |
| The process of being in the habit of buying a particular product so attitudes and beliefs toward the product are already formed and are usually positive | routine decision making |
| Decision making characteristics of buyers who are familiar with a specific product and who must therefore become highly involved in the decision process | extensive decision making |
| a buyers decision to purchase something | purchase decision |
| gratification based on a product that supplies expected or greater than expected benefits. | purchase satisfaction |
| Tension on the part of a buyer regarding whether the right decision was made in purchasing a product. | purchase dissonance |
Created by:
meghanxtine
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