Order getting, order taking, and supporting

are concerned with establishing relationships with new customers and developing new business

seeking possible buyers with a well organized sales presentation desinged to sell a good, service, or idea.

sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers

is the routine completion of sales made regularly to target customers

Supporting Salespeople

help the order-oriented salespeople, but they don't try to get orders themselves.

Missionary Salespeople

are supporting salespeople who work for producers- calling on intermediaries and rheir customers

Technical Specialists

are supporting salespeople who provide technical assistance to order-oriented salespeople

work with customers to resolve problems that rise with a purchase, usually after the purchase has been made

When differnet people work together on a specific account

Major Accounts Sales Force

that sells directly to large accounts

using the telephone to "call" on customers or prospects

A geographic area that is the responsibilty of one salesperson or several working together

is a written statement of what a salesperson is expected to do

the specific sales or profit objective a salesperson is expected to achieve

involves following all the leads in the target market to identify potential customers

a salesperson's effort to make a sale or address a customer's problem

Prepared Sales Presentation

approach uses a memorized presentation that is not adapted to each individual customers

the salesperson's request for an order

Consultative Selling Approach

involes developing a good understanding of the individual customer's needs before trying to close the sale

Selling formula Approach

starts with a prepared presentation outline- much like the prepared approach- and leads the customer though some logical steps to a final close

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Basic Marketing Ch15

Question	Answer
Basic Sales Tasks	Order getting, order taking, and supporting
Order Getters	are concerned with establishing relationships with new customers and developing new business
Order Getting	seeking possible buyers with a well organized sales presentation desinged to sell a good, service, or idea.
Order Takers	sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers
Order taking	is the routine completion of sales made regularly to target customers
Supporting Salespeople	help the order-oriented salespeople, but they don't try to get orders themselves.
Missionary Salespeople	are supporting salespeople who work for producers- calling on intermediaries and rheir customers
Technical Specialists	are supporting salespeople who provide technical assistance to order-oriented salespeople
Customer Serive Reps	work with customers to resolve problems that rise with a purchase, usually after the purchase has been made
Team Selling	When differnet people work together on a specific account
Major Accounts Sales Force	that sells directly to large accounts
Telemarketing	using the telephone to "call" on customers or prospects
Sales Territory	A geographic area that is the responsibilty of one salesperson or several working together
Job Description	is a written statement of what a salesperson is expected to do
Sales Quota	the specific sales or profit objective a salesperson is expected to achieve
Prospecting	involves following all the leads in the target market to identify potential customers
Sales Presentation	a salesperson's effort to make a sale or address a customer's problem
Prepared Sales Presentation	approach uses a memorized presentation that is not adapted to each individual customers
Close	the salesperson's request for an order
Consultative Selling Approach	involes developing a good understanding of the individual customer's needs before trying to close the sale
Selling formula Approach	starts with a prepared presentation outline- much like the prepared approach- and leads the customer though some logical steps to a final close

Created by: lizmartin1111

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