CH 17 -- Personal Selling and Sales Promotion Flashcards
Personal Selling
Interpersonal influences process involving a sellers promotional presentation conducted ona person-to-person bases with the buyer
Network Marketing
Personal selling that relies on lists of family members and friends of salersperson, who organizes gatherings of potential customers for an in-home presentation of products
Telemarketing
Promotional presentation over the phone on an outbound basis
Outbound Marketing
Sales method in which sales personnel place phone calls to prospects and try to conclude the sale over the phone
Inbound Marketing
Sales method in which prospects call a seller to obtain information, make reservations, and purchase goods and services
Inside Selling
Selling by phone, mail, email
Relationship Selling
Regular contacts between sales representatives and customers over an extended period to establish a sustained buyer-seller relationship
Consultative Selling
Meeting customer needs by listening to them, understanding their problems, paying attention to details and following through after the sale
Cross-Selling
Selling Multiple, often unrelated, goods and services to the same customer based on knowledge of that customers needs
Team Selling
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 linfluence the purchase decision
Virtual Sales Team
Network of strategic partners, suppliers and others who recommend a firm’s goods or services
Order Processing
Selling, mostly the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers and completing orders
Creative Selling
Personal selling in which salepeople use well-planned strategies to seek new customers by proposing innovative solutions to customer needs
Missionary Selling
Indirect selling method in which salespeople promote goodwill for the firm by educating customers and providing technical or operational assistance
Qualifying
Determining prospects needs, income and purchase authority as a potential customer
Approach
Salesperson’s initial contact with a prospective customer
Precall Planning
Use of information collected during the prospecting and qualifying stages of the sales process and during previous contacts to tailor approach to match needs
COld Calling
Contacting a prospect without a prior appointment
Closing
Stage of the personal selling process in which the sales person asks the customer to make a purchase decision
Follow-up
Post sale activities that often determine whether an individual who has made a recent purchase will become a repeat customer
National Accounts Organization
Promotional effort in which a dedicated asles team is assigned to a firms major customer to provide sales and service needs
Span of Control
Number of representatives who report to first livel sales managers
Expectancy Theory
Theory that motivation 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
Commission
Incentive compensations
Salary
Fixed Compensation
Sales Quota
Level of expected sales for a territory
Sales Promotion
Marketing activities other than personal selling, advertising, and publicity that enhance consumer purchasing and dealer effectiveness
Sampling
Free product distribution of a product in an attempt to obtain future sales, process of selecting survey respondents or research participants
Premium
Item given free or at a reduced cost with purchases of other products
Specialty Advertising
Sales promotion technique that places the advertisers name, address, and advertising message on useful articles that are then distributed to target customers
Trade allowance
Financial incentive offered to wholesaler and retailers that purchase or promote specific products
Point-of-Purchase (POP) Advertising
Display or other promotion placed near the site of the actual buying decision
Push Money
Cash reward paid to retail salespeople for every unti of product they sell
