Chapter 16. Personal Selling & Sales Promotion Flashcards
What are the types of Sales Force structures?
- Territorial
- Product
- Customer
What is a Territorial Sales Force structure?
Assigns each salesperson to an exclusive geographic territory in which they sell the company’s full product line.
What is a Product Sales Force structure?
Salespeople specialize in selling a portion of a company’s products.
What is a Customer Sales Force structure?
Salespeople specialize in selling only to certain customers or industries.
What is the difference between an Outside and Inside Sales Force?
Outside means salespeople travel to call on customers in the field and Inside means salespeople conduct business within offices.
Define Team Selling
Using a team made up of people from sales, marketing, engineering, finance, etc. to service large complex accounts.
What are forms of compensation for a Salesperson?
- All commission
- Straight salary
- Mixed salary (commissions/bonuses)
Define a Sales Quota
the amount of sales a salesperson should complete and how sales should be divided among the company’s products.
What are the steps in the Sales Process?
- Prospecting & qualifying
- Pre-approach
- Approach prospect
- Sales presentation
- Handling objections
- The close
- The follow-up
What occurs in the pre-approach step in the Sales Process?
the salesperson learns as much as possible about the prospect before making a sales call. The salesperson should set call objectives, too.
What is not the best approach for a Presentation in the Sales Process?
a “canned” approach (formulaic speech)
What is important to do in the Presentation step?
Listen - the customer will tell you what you need to know
Are Objections good?
Yes!
When handling money objections, what should the salesperson do?
Think value! Money objections are not about money
What are the types of Closing techniques?
- Assumptive close
- Close by choice
- Last objection close (“trial close”)
