Chapter 16 Flashcards
selling
providing a service or product for an amount of money
salesperson
individual who represents a company to consumers
territorial sales force structure
assigns each salesperson to a geographic area
product sales force structure
salesperson specialize in selling a portion of the company’s products or lines
customer (or market) sales force structure
salespeople specialize in selling only to certain customers or industries
complex sales force structure
combines several types of sales force structures
sales quota
a standard that states the amount a salesperson should sell
Steps in the selling process:
Prospecting
identifies potential consumers
Steps in the selling process:
Qualifying
identifies good customers
Steps in the selling process:
Pre-approach
learns as much as possible about a possible consumer
Steps in the selling process:
Approach
salesperson meets the customer for the first time
Steps in the selling process:
presentation
tells the “value story” to the buyer
Steps in the selling process:
Handling objections
overcomes any objections
Steps in the selling process:
closing
asks the customer for an order
Steps in the selling process:
follow-up
follows up after the sale to ensure customer satisfaction
