CHAPTER 5 IDENTIFICATION Flashcards
interacts with customers after sale is complete.
SERVICE SALESPEOPLE
responsible for product appearance and supply in various stores throughout their designated geographic area. By working closely with both suppliers and manufacturers, they make certain that the promotion of specific products and services will increase sales over a period of time
MERCHANDISERS
involves the manufacturers using its sales force, promotion money to induce intermediaries to carry, promote and sell the product to end users.
PUSH STRATEGY
Customer Preferences, Organizational Customers, Geography, Competitors.
MARKET FACTOR
Their job is most challenging than any other type of salespersons.
Order-Getters/Front-Line Salespeople - Order
These salespeople visit customers, but their primary function is to respond to customer requests rather than persuading the customer.
OUTSIDE ORDER-TAKERS
They are required to acquire new businesses for the company and negotiate with new prospects
Order-Getters/Front-Line Salespeople - Order
They help in increasing goodwill of the company and educate customers about the product.
Order-Creators / Missionary Salespeople
Spend much time helping customers, especially in retail stores, restock the shelves, set up displays.
TRADE SALESPEOPLE
These front-line salespeople should have several skills like ability to identify new prospects, persuading and negotiating, and ultimately building new and profitable business.
Order-Getters/Front-Line Salespeople - Order
should be accurate and should provide accurate information to the company and customer about booking of orders and date of delivery
ORDER TAKERS
The sales assistant’s task is purely transactional – receiving payment and passing over the goods
INSIDE ORDER-TAKERS
They do not call the ultimate buyers but approach to those who make advices to the buyer about the product.
Order-Creators / Missionary Salespeople
They are retail sales assistants (like sales assistants in Vishal Megamart) customer has full freedom to choose products without the presence of a salesperson.
INSIDE ORDER-TAKERS
do not have the responsibility to persuade customers to buy products and increase the sales. Rather, they are only supposed to book customers’ orders and pass on the information to the company for delivery arrangements.
ORDER TAKERS
This type of salesperson provide sales support to front-line salespeople.
Technical support salespeople
Company Objective, Company Resources, Desire for Control, Breadth of Product Life
MANUFACTURER FACTOR
best order creators and they do not take purchase orders. . Rather, they are involved in dissemination of information about the product.
Order-Creators / Missionary Salespeople
Their task task is primarily concerned with delivering the product
DELIVERY SALESPEOPLE
They travel to customers
OUTSIDE ORDER-TAKERS
consists of those salespersons whose major objective is to persuade customers to make a direct purchase.
Order-Getters/Front-Line Salespeople - Order
appropriate where there is brand loyalty, people choose the brand before they go to the store
PULL STRATEGY
Life Cycle, Product Complexity, Product Value, Product Size and Weight, Consumer Perception
PRODUCT FACTOR
Another form of _________ is the telemarketing sales team who support field sales by taking customers’ orders over the telephone
INSIDE ORDER-TAKERS
It is appropriate where there is low brand loyalty, brand choice is made in the store.
PUSH STRATEGY
They generate customer leads, provide information, persuade customers and closes the sale
Order-Getters/Front-Line Salespeople - Order
the salespeople who help in pulling the customer toward product
Order-Creators / Missionary Salespeople
When a product is highly technical and negotiations are complex, a salesperson may be supported by product and financial specialists who can provide the detailed technical information required by customers.
Technical support salespeople
involves the manufacturer using advertising and promotion to induce customers to ask intermediaries for the product
PULL STRATEGY
