Basics of Selling and Marketing Flashcards
Key roles and Impacts on a firm
Ensuring success of new products, Keeping existing products on retailers shelf, opening and keeping businesses open, generating sales orders
What is Marketing?
the activity, set of institutions, processes of creating, communicating, delivering and exchanging offerings that have value for customers.
Components of Marketing
Selling, Place, Price, Product, Promotion
What are the marketing essentials?
Determining the customers needs, create and maintain effective marketing (unselfishly)
Understand the needs of customers and develop solutions that satisfy
What is included in selling?
Communication and information, persuasion, and helping others.
What is CRITICAL to selling?
Examine the customers needs, provide the solutions to meet needs, provide info, after sale service and ensure long term satisfaction.
What are the two primary duties?
- Unselfishly serve the buyer or buying organization
2. Professionally represent selling organization
What is the Marketing Concept?
The customers wants and their satisfactions is the economic and social justification for marketing firms existence!
What are the main tasks of a professional salesperson?
CREATE new customers, SELL to present customers, HELP customers resell products and use products, BUILD longterm relationships and goodwill with customers, PROVIDE solutions and companies with market info.
What are the type of sales jobs?
Selling for a wholesaler, selling for a manufacturer, retail selling, and direct selling.
Order Taker vs Order Getter
Order taker does exactly what the customer says
Order getter uses creative sales strategy to better understand
What are the 7 sales job categories?
Inside retailer, outside delivery, entry level consumer goods, (OT)
missionary,
sales engineer, creative sales of tangibles, creative sales of intangibles(OG)
What are some sales career paths?
Sales Trainee, Salesperson, Key ACC salesperson, district sales manager, divisional sales manager, national sales manager, VP of marketing, and President of marketing.
What does It take to succeed in selling?
Caring for customers, harmony and joy in work, patience in closing sales, kind and morally ethic behavior, faithful and fair, self control of emotions and facial expressions
How do you build a professional reputation?
Be truthful and follow through on your word, maintain intimate knowledge, speak well of firms, keep info confidential, no high pressure, be professional, be active in community.
