Glossary terms Ch. 1
Quiz yourself by thinking what should be in
each of the black spaces below before clicking
on it to display the answer.
Help!
|
|
||||
|---|---|---|---|---|---|
| adaptive selling | show 🗑
|
||||
| show | An acronym for the various mental states the salesperson must lead customers through when using mental states selling: attention, interest, desire, and action.
🗑
|
||||
| business consultant | show 🗑
|
||||
| show | A sales job in which the salesperson performs multiple types of sales jobs within the framework of a single position.
🗑
|
||||
| consultative selling | show 🗑
|
||||
| show | a series of questions or statements furnished by the salesperson is designed to condition the prospective buyer to answering “yes” time after time, until, it is hoped, he or she will be inclined to say “yes” to the entire sales proposition.
🗑
|
||||
| show | The customer’s perception of what they get for what they have to give up, for example, benefits from buying a product in exchange for money paid.
🗑
|
||||
| show | A category of sales support personnel in the pharmaceutical industry working at the physician level to furnish information regarding the capabilities and limitations of medications in an attempt to get the physician to prescribe their product.
🗑
|
||||
| diffusion of innovation | show 🗑
|
||||
| show | Something that stimulates or incites activity in the economy.
🗑
|
||||
| show | Nonretail salespeople who remain in their employer’s place of business while dealing with customers.
🗑
|
||||
| long-term ally | show 🗑
|
||||
| mental states selling | show 🗑
|
||||
| show | A category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.
🗑
|
||||
| show | An approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs.
🗑
|
||||
| show | Also called hunters, these salespeople actively seek orders, usually in a highly competitive environment.
🗑
|
||||
| order-takers | show 🗑
|
||||
| show | An important part of marketing that relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships.
🗑
|
||||
| pioneers | show 🗑
|
||||
| show | An extension of need satisfaction selling that goes beyond identifying needs to developing alternative solutions for satisfying these needs.
🗑
|
||||
| show | A role fulfilled by salespeople that brings in revenue or income to a firm or company.
🗑
|
||||
| sales dialogue | show 🗑
|
||||
| sales process | show 🗑
|
||||
| sales professionalism | show 🗑
|
||||
| show | An approach to selling where the key idea is that various stimuli can elicit predictable responses from customers. Salespeople furnish the stimuli from a repertoire of words and actions designed to produce the desired response.
🗑
|
||||
| show | A role the salesperson plays in consultative selling where he or she arranges the use of the sales organization’s resources in an effort to satisfy the customer.
🗑
|
||||
| technical support salespeople | show 🗑
|
||||
| show | A form of personal selling requiring that salespeople earn customer trust and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value.
🗑
|
Review the information in the table. When you are ready to quiz yourself you can hide individual columns or the entire table. Then you can click on the empty cells to reveal the answer. Try to recall what will be displayed before clicking the empty cell.
To hide a column, click on the column name.
To hide the entire table, click on the "Hide All" button.
You may also shuffle the rows of the table by clicking on the "Shuffle" button.
Or sort by any of the columns using the down arrow next to any column heading.
If you know all the data on any row, you can temporarily remove it by tapping the trash can to the right of the row.
To hide a column, click on the column name.
To hide the entire table, click on the "Hide All" button.
You may also shuffle the rows of the table by clicking on the "Shuffle" button.
Or sort by any of the columns using the down arrow next to any column heading.
If you know all the data on any row, you can temporarily remove it by tapping the trash can to the right of the row.
Embed Code - If you would like this activity on your web page, copy the script below and paste it into your web page.
Normal Size Small Size show me how
Normal Size Small Size show me how
Created by:
vwoodward1
Popular Marketing sets