Marketing

Interpersonal influence process involving a seller's promotional presentation conducted on a person-to-person basis with the buyer

• 1. Over-the-counter selling (online selling)
• 2. Field selling
• 3. Telemarketing
• 4. Inside selling     

Personal selling conducted in retail and some wholesale locations in which customers come to the seller's place of business

Sales presentations made at prospective customer's locationson a face-to-face basis

Personal selling that relies on lists of family members and friends of the salesperson, who organizes a gathering of potential customers for a demonstratoin of products

Promotional presentation involving the use of the telephone on an outbound basis by salespeople or on an inbound basis by customerswho initiate calls to obtain information and place orders

Sales method in which sales personnel place phone calls to prospects and try to conclude the sale over the phone

Sales method in which prospects call a seller to obtain information, make reservations, and purchase goods and service

Selling by phone, mall, and electronic commerce

Regular contacts between sales representatives and customers over an extended period to establish a sustained buyer-seller relationship

Meeting customers needs by listening to them, understanding their problems, paying attention to details, and following through after the sale

Selling multiple, often unrelated, goods and services to the same customer based on knowledge of that customer's needs

Selling situation in which several sales associates or other members of the organization are employed to help the lead sales representative reach all those who influence the purchase decision

Network of strategic partners, suppliers, and others who recommend a firm's goods or services

Selling mostly at the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers, and completing orders

Personal selling in which a considerable degree of analytical decision making on the buyer's part results in the need of skillful proposals of solutions for the customer's needs

Indirect selling method in which salespeople promote goodwill for the firm by educating customers and providing technical or operational assistance

Programs that reward salespeople for superior performance

Personal selling function of identifying potential customers

Determining a prospect's needs, income, and purchase authority as a potential customer

Salesperson's initial contact with a prospective customer

Use of information collected during the prospecting and qualifying stages of the sales process and during previous contacts with the prospect to tailor the approach and presentation to match the customer's needs

Personal selling function of describing a product's major features and relating them to a customer's problems or needs

Contacting a prospect without a prior appointment

Stage in the personal selling process in which the customer has the opportunity to try out or otherwise see how a good or service works before purchase

Expression of sales resistance by the prospect

Stage of the personal selling process in which the saleperson asks the customer to make a purchase decision

Postsale activities that often determine whether an individual who has made a recent purchase will become a repeat customer

• 1. Recruitment and Selection
• 2. Training
• 3. Organization
• 4. Supervision
• 5. Motovation
• 6. Compensation
• 7. Evaluation and control       

Promotional effort in which a dedicated slaes team is assigned to a firm's major customers to provide sales and service needs

Number of representatives who report to first-level sales managers

Theory that motovation depends on an individual's expectations of his or her ability to perform a job and how that performance relates to attaining a desired reward

Incentive compensation directly related to the sales or profits achieved by a salesperson

Fixed compensation payment made periodically to an employee (straight salary plan gives managment more control over how sales personnel allocate their efforts)

Level of expected sales for a territory, product,customer, or salesperson against which actual results are compared

Marketing activites other than personal selling, advertising, and publicity that enhance consumer purchasing and dealer effectiveness

Sales promotion technique that offers a discount on the purchase price of goods or services

Cash given back to customers who send in proof of purchase for one or more produts

Free distribution of a product in an attempt to obtain future sales; process of selecting survey repsondents or research participants

Specially packaged item that gives the purchaser a larger quantity at the regular price

Item given free or at a reduced cost with purchases of other products

Sales promotion technique that requires entrants to complete a task, such as solving a puzzle or answering questions on a quiz, for the chance to win a prize

Sales promotion technique in which prize winners are selected by chance

Sales promotion technique that places the advertiser's name, address, and advertising message on useful articles that are then distributed to target consumers (Products name on the item)

Sale promotion that appeals to marketing intermediaries rather than to consumers

Financial incentive offered to wholesalers and retailers that purchase or promote specific products

Display or other promotion placed near the site of the actual buying decision

Product exhibition organized by industry trade associations to showcase goods and services

Cash reward paid to retail salespeople for every unit of a product they sell