Chapter 14 Flashcards
Basic sales tasks
Order getting, ordertaking, and supporting
Order getting
Seeking possible buyers with a well organized sales presentation design to sell a product
Order taking
The routine completion of sales meet regularly to target customers
Supporting sales people
Sales people who help the order oriented sales people but don’t try to get orders themselves
Missionary sales people
Supporting sales people who work for producers by calling on their middleman and customers
Technical specialists
Supporting sales people who provide technical assistance to order oriented salespeople
Customer service reps
Work with customers to resolve problems that arise with the purchase
Team selling
Different sales reps work together on a specific account
Major accounts sale force
Sales people who sell directly to large accounts such as major retail chain stores
Telemarketing
Using the telephone to call on customers or prospects
What is the sales territory
Geographic area that is the responsibility of one sales person or several working together
Job description
Written statement of what a sales person is expected to do
Sales quota
The specific sales or profit objective sales person is expected to achieve
What is prospecting
Following all the leads in the target market to identify potential customers
What is a sales presentation
A sales persons effort to make a sale or address a customers problem
