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MKTG

Chapter 21

QuestionAnswer
consists of planning the selling program and implementing and evaluating the personal selling effort of the firm. sales management
Who is the company in the consumers eyes? salespeople
is the practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time. relationship selling
processes routine orders or reorders for products that were already sold by the company order taker
sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers’ use of a product or service order getter
Who has a lot more product knowledge and training? order getter
In the personal selling process what stage is searching for and qualifying prospects? prospecting stage
In the personal selling process what stage is gathering information and deciding on the best approach? preapproach stage
consists of sales activities occurring before, during, and after the sale itself, consisting of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up. personal selling process
What are the different types of prospects? lead, prospect, and qualified prospect
In the personal selling process what stage is the initial meeting with the prosspect? approach stage
In the personal selling process what stage is the core of the selling process? presentation stage
presentation is a sales presentation format that assumes that given the appropriate stimulus by a salesperson, the prospect will buy. stimulus response presentation or suggestive selling
is a sales presentation format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect formula selling presentation
is a sales presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers need satisfaction presentation
excuses for not making a purchase commitment or decision objections
In the personal selling process what stage is asking for the order? close stage
In the personal selling process what stage is solidifying the realationship? follow up state
What 3 ways can a sales force be set up? geography, customer, and product
What are the different types of compensation? straight salary, straight commission, combination, and nonmonetary rewards
is the use of computer, information, communication, and Internet technologies to make the sales function more effective and efficient. salesforce automation (SFA)
applies systems and technologies, including AI algorithms, to provide insights to salespeople marketing automation
Created by: ljbudde
 

 



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