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Chap 21

exam 4

QuestionAnswer
personal selling is the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person’s or group’s purchase decision.
sales management consists of planning the selling program and implementing and evaluating the personal selling effort of the firm.
order taker processes routine orders or reorders for products that were already sold by the company.
relationship selling is the practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time.
order getter 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
personal selling process 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
stimulus-response presentation is a sales presentation format that assumes that given the appropriate stimulus by a salesperson, the prospect will buy
formula selling presentation 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.
need-satisfaction presentation is a sales presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
objections excuses for not making a purchase commitment or decision
salesforce automation is the use of computer, information, communication, and Internet technologies to make the sales function more effective and efficient.
marketing automation applies systems and technologies, including AI algorithms, to provide insights to salespeople
Created by: user-2024751
 

 



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