Chapter 13 Flashcards
Personal selling
Personal presentations by the firms sales force for the purpose of making sales and building customer relationships
Sales person
A person that represent a company and works by: prospecting. Communicating, selling. Servicing. Information gathering. And relationships building.
Sales force management
Analyzing planning implementing and controlling sales force activities
Territorial sales force structure
A sales force organization that assigns each sales person to an exclusive geographic territory in which that sales person sells the entire line
Product sales force structure
The sales force specializes along product lines. If a company has murmurous and complex products
Customer or market sales force structure
A sales force organization in which sales people specialize in selling only a certain customer or industries
Outside (field) sales force
Sales people who travel to cal on customers in the field
Inside sales force
Sales people who conduct business from their offices via telephone online and social media interactions or visits from perspective buyers
Team selling
using teams from different departments even upper management to service large complex accounts
Sales quota
A standard that states the amount a salesperson should sell and how sales should be divided among the company’s products
Selling process
The steps salespeople take when sailing including
Approach (prospecting) Need identification Presentation Trial close Closing Follow up
Prospecting
The step where a salesperson identifies potential customer
Approach
Prospecting Identify people who are able and willing to buy
Presentation
The pitch of the sales person states the value proposition to the customer shows how it solves their problem
Closing
The step where the sales person asks the customer for an order
Follow up
Where the sales person follows up to ensure customer satisfaction and repeat business
Sales promotion
Short term incentives to encourage the purchase or sale of a product or a service
Advertising offers reasons to buy sales promotion says why to buy now
Consumer promotions
Sales promotion tools used to boost short term customer buying and engagement or enhance long term customer relationships
Ex samples or coupons
Contests premiums
Event marketing
Creating a brand market event by sponsoring something else
Ex Pepsi super bowl half time
Trade promotions
Sales promotion tools used to persuade resellers to carry a brand and promote it in advertising
Business promotions
Sales promotion tools used to generate business leads, simulate purchases, reward customers, and motivate sales people
Need identification
Ask questions figure out what customer is looking for
Trial close
Don’t ask if they want to buy ask if they want it delivered
