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Commerce > Lesson 4 > Flashcards

Lesson 4 Flashcards

1
Q

What is sales?

A

Exchange of goods and Services for Money.

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2
Q

Seller transfers ownership of a good during

  1. Selling process
  2. Sales.
  3. Personal Selling
A
  1. Sales
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3
Q

_________ is the hallmark of Business and No ______ comes unless ____ is made

A

Selling; Revenue; Sales;

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4
Q

Selling -> ______, ______ and ______ a demand. Thus, Consummating the sales of it.

A

Finding, Developing and Securing a demand.

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5
Q

2, 2 types of selling ->

A
  1. Consumer selling and Industrial Selling

2. Over-the-counter and Door to Door Selling.

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6
Q

Main features of Selling

A
  1. Persuading and Convincing people
  2. Winning the confidence
  3. Coverts goods into Cash
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7
Q

Types of selling:

A
  1. Inspection
  2. Description
  3. Sample
  4. Approval or Return
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8
Q

______ is a time consuming method of selling.

A

Sales by Inspection.

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9
Q

_______ is a wider term and includes ________.

A

Marketing, Selling

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10
Q

________ is customer-oriented.

A

Marketing.

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11
Q

_______ is product-oriented .

A

Selling

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12
Q

Principle of Marketing is _______.

A

Caveat Vendor (let the seller beware)

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13
Q

Principle of Selling is _______.

A

Caveat Emptor (let the buyer beware).

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14
Q

Selling focuses on the needs of the ______, Marketing focuses on the needs of the _______.

A

Seller, Buyer.

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15
Q

Steps in Personal Selling ->

A
  1. Preparation
  2. Prospecting
  3. Approach
  4. Presentation
  5. Convincing
  6. Closing the Sale
  7. Post-Sale follow up.
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16
Q

Selecting, Training and Motivating competent salespersons is a

A

Problem

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17
Q

Sales person should have the knowledge about

A
  1. Firms -> Their product and service
  2. Competitors -> Their product and Service
  3. Customers -> Selling techniques.
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18
Q

List of prospective buyers can be prepared by using

A

Dealers, Sales persons, Telephone and trade directories -> Yellow Pages

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19
Q

Telephone directories are also called

A

Yellow Pages

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20
Q

Collection of information about the potential buyers is called

A

Pre-Approach

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21
Q

He should explain how the product meets the

  1. Demand
  2. Need
  3. Want
A

Need**

22
Q

Objections should be considered as ________.

A

Sales Oppurtunities.

23
Q

Some concessions maybe necessary during ______.

A

Closing the sales.

24
Q

Qualities of a good salesman

A
  1. Knowledgeable
  2. Sound Memory
  3. Cheerful
  4. Sensitive
  5. Good Physique
  6. Sincere.
25
Q

____ is the end result of the process of the _____.

A

Sales; Selling;

26
Q

Sales is the

A

Total amount of goods and services sold by a firm during a given time.

27
Q

Selling is the ____ of steps taken by a salesperson to sell goods and services.

A

Series;

28
Q

Selling is _______ activity but sales is known at the _____ of a period.

A

Ongoing, End.

29
Q

Sales is _______ term.

A

Quantitative

30
Q

Selling process is _______ term.

A

Qualitative

31
Q

Features of Personal Selling

A
  1. Personal
  2. Selective
  3. Oral
  4. Art
  5. Long Lasting relationship
  6. Mutual Benefit
  7. Flexibility
32
Q

Persona selling is a _____-way process.

A

Two

33
Q

Importance of personal Selling

A
  1. Helps in Understanding customer needs => Provides feedback
  2. Persuade customers
  3. Complete job
  4. Most flexible tool
34
Q

Personal Selling is ______ and _________ process

A

Very costly and Time consuming.

35
Q

Sales persons concludes the sale after getting the _____ of the buyer.

A

Consent.

36
Q

Salesperson is loyal and Committed => He is

A

Sincere.

37
Q

Salespersons can convince buyers only with

A

Knowledge.

38
Q

Selling starts in ____, whereas Marketing Starts in _______

A

Factory; Target Market;

39
Q

Selling focuses on _____, whereas Marketing focuses on _______

A

Products; Customer Needs;

40
Q

Means of Marketing is through ________

A

Integrated Marketing.

41
Q

Means of selling is through __________.

A

Selling and Promotion.

42
Q

Goal of marketing is ________

Goal of Selling is ________.

A

Profits through Customer Satisfaction.

Profits through sales Volume.

43
Q

Marketing identifies Customer’s

  1. Needs
  2. Wants
  3. Demands
A
  1. Wants.
44
Q

Marketing Continues after sales to provide ______

A

After-Sales Services.

45
Q

Selling comes to an end when the ______

A

Product is delivered.

46
Q

Selling focuses on

A

Short term Maximization of profits.

47
Q

Salesperson should be courageous implies he is

A

Sincere.

48
Q

Research and Preparation Pays off during

A

Presentation

49
Q

Selling though retail outlets is

A

Personal Selling.

50
Q

________ is the best method of selling.

A

Sales on approval or return.

Commerce (7 decks)

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