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Chapter 1 and 2

TermDefinition
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.
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