mark test 4

  1. the two-way flow of communication beteen a buyer and seller, often in face-to-face encounter, designed to influence a person's or  group's purchase decision
    personal selling
  2. planning the selling program and implementing  and evaluating the personal selling effort of the firm
    sales management
  3. the practice of building ties to customers based on  a salesperson's atterntion and commitment to customer needs over time
    relationship selling
  4. a salesperson who processes routine orders or reorders for products that were already sold by the company
    order taker
  5. a salesperson who sells in a conventional sense  and idetifies 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
  6. sales activities occuring  before and after the sale itself, consisting of six stages:
    1) prospecting
    2) preapproach
    3) approach
    4) presentation
    5) close
    6) follow-up
    personal selling process
  7. search for and qualify  prospects
  8. gather information and decide how to approach the prospect
  9. gain a prospect's attention, stimulate interest, and make transition to the presentation
  10. begin converting a prospect into a  customer by creating a desire for the product or service
  11. obtain a purchase commitement from a prospect and create a customer
  12. ensure that the customer is satisfied with the product or service
  13. a need satisfactoin sales presentation style that involves adjusting the presentation to fit the selling situation
    adaptive selling
  14. a need-satisfaction sales presentation style that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution
    consultative selling
  15. a statement dscribing  what id to be achieved and where and how the selling effort of salespeople is to be deployed
    sales plan
  16. the practice  of using team selling to focus on important customers so as to build mutually beneficial, long term, cooperative relationships; also key account management
    major account management
  17. policies that specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out
    account management policies
  18. specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period
    sales quota
  19. the use of technology to tmake the sales function more effective and efficient
    salesforce automation (SFA)
Card Set
mark test 4
uh marketing