Chapter 13

Question 1

Trade promotions

Answer 1

focus on members of trade: distribution channels

Question 2

Incentive programs

Answer 2

rewarding employee teams for boosting product sales at their shop

Question 3

Frequency programs

Answer 3

offering consumers a discount for multiple purchase over time

Question 4

New-business salesperson

Answer 4

responsible for finding new customers and present products

Question 5

Order getter

Answer 5

long-term relationship building role, directly responsible for client’s business

Question 6

Transactional selling

Answer 6

hard-sell approach: focus on making an immediate sale

Question 7

Relationship selling

Answer 7

building long-term customers: securing, developing and maintaining relations

Question 8

Creative selling process (7 steps)

Answer 8

1) Prospecting and qualifying = identifying potential customers and determine how suited they are
2) Pre-approach = compiling background information and planning the sales interview
3) Approach = contact the prospect, learn about needs, make a good impression and build rapport
4) Sales presentation = laying out benefits of products and advantages over the competition
5) Handling objections = anticipating to reasons why prospect is reluctant to make commitment
6) Close = decision stage, asking the customer for business – different approaches possible
7) Follow-up = arranging for delivery, payment and purchase terms – bridge to next purchase

Question 9

Sales territory

Answer 9

a set group of customers which is the responsibility of one salesperson

Question 10

Pareto rule

Answer 10

20% of your customers account for 80% of your sales

Question 11

Missionary salesperson

Answer 11

stimulate clients to buy