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

planning the selling program and implementing and evaluating the personal selling effort of the firm

the practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time

the practice of using an entire team of professionals in selling to and servicing major customers

processes routine orders or reorders for products that were already sold by the company

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

1.Acknowledge and convert the objection. 2. Postpone. 3. Agree and neutralize. 4. Accept the objection. 5. Denial. 6. Ignore the objection

trial close (try product for a period) assumptive close (acting as if sale is done)

Salesforce Structures

sales plan evaluation, sales plan implementation, salesforce evaluation

Straight salary Straight commission. Combination. Nonmonetary reward

the use of computer, information, communication, and Internet technologies to make the sales function more effective and efficient

Stimulus-Response Presentation

a sales presentation format that assumes that given the appropriate stimulus by a salesperson, the prospect will buy

Formula Selling Presentation

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

a sales presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers

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MKTG 250 Chapter 21

Question	Answer
Personal Selling	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	planning the selling program and implementing and evaluating the personal selling effort of the firm
Relationship Selling	the practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time
Partnership Selling	the practice of using an entire team of professionals in selling to and servicing major customers
Order Taker	processes routine orders or reorders for products that were already sold by the company
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
Objection	1.Acknowledge and convert the objection. 2. Postpone. 3. Agree and neutralize. 4. Accept the objection. 5. Denial. 6. Ignore the objection
Types of Closes	trial close (try product for a period) assumptive close (acting as if sale is done)
Salesforce Structures	sales plan evaluation, sales plan implementation, salesforce evaluation
Compensation	Straight salary Straight commission. Combination. Nonmonetary reward
Automation	the use of computer, information, communication, and Internet technologies to make the sales function more effective and efficient
Stimulus-Response Presentation	a sales presentation format that assumes that given the appropriate stimulus by a salesperson, the prospect will buy
Formula Selling Presentation	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	a sales presentation format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers

Created by: user-2023011

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