Busy. Please wait.

show password
Forgot Password?

Don't have an account?  Sign up 

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.
We do not share your email address with others. It is only used to allow you to reset your password. For details read 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.
Didn't know it?
click below
Knew it?
click below
Don't know (0)
Remaining cards (0)
Know (0)
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

Chapter 1 and 2

Personal Selling Personal communication of information to unselfishly persuade a prospective customer to buy something- a good, service, idea, or something else that satisfies the individual's needs
Retail Salesperson This individual sells goods or services to customers for their personal, nonbusiness use.
Wholesale Salesperson A person who sells products to parties for resale, for use in producing other goods or services, or for operating an organization.
Manufacturer's Sales Representative A person who works for an organization that produces a product.
Order-Takers Salespeople 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-Getters Salespeople who get new and repeat business using a creative sales strategy and a well-executed sales presentation.
Conceptual Skills The ability to see the selling process as a whole and the relationship among its parts.
Human Skills The seller's ability to work with and through other people
Technical Skills The understanding of and proficiency in the performance of specific tasks.
Sales Process A sequential series of actions by the salesperson that leads toward the prospect taking a desired action and ends with a follow-up to ensure purchase satisfaction.
Golden Rule of Personal Selling The sales philosophy of unselfishly treating others as you would like to be treated.
Marketing The process of planning and executing the conception, pricing, promotion, and distribution of goods, services, and ideas to create exchanges that satisfy individual and organizational objectives.
Marketing Concept A business philosophy that says the customers' wants-satisfaction is the economic and social justification for a firms existence.
Marketing Mix The four main elements used by a marketing manager to market goods and services. These elements are product, price, distribution or place, and promotion.
Value-Added Benefits received that are not included in the purchase price of the individual good or service.
Product One of the four main elements of the marketing mix, it is a bundle of tangible and intangible attributes, including package, color, and brand, plus the services and even reputation of the seller.
Distribution The channel structure used to transfer products from an organization to its customers.
Promotion One of the four elements of the marketing mix, it increases company sales by communicating product information to potential customers.
Price The value or worth of a product.
Relationship Marketing The creation of customer loyalty.
Consultative Selling The process of helping the customer achieve strategic short- and long-term goals through the use of the seller's good or service.
Buying Teams Composed of multifunctional specialists who ensure that their organizations accurately convey their complex needs to the seller and thoroughly assess the accuracy of suppliers' recommendations.
Team Selling Selling that brings together the appropriate people and resources needed to make the sales call.



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:
restart all cards