Lesson 4 Flashcards
What is sales?
Exchange of goods and Services for Money.
Seller transfers ownership of a good during
- Selling process
- Sales.
- Personal Selling
- Sales
_________ is the hallmark of Business and No ______ comes unless ____ is made
Selling; Revenue; Sales;
Selling -> ______, ______ and ______ a demand. Thus, Consummating the sales of it.
Finding, Developing and Securing a demand.
2, 2 types of selling ->
- Consumer selling and Industrial Selling
2. Over-the-counter and Door to Door Selling.
Main features of Selling
- Persuading and Convincing people
- Winning the confidence
- Coverts goods into Cash
Types of selling:
- Inspection
- Description
- Sample
- Approval or Return
______ is a time consuming method of selling.
Sales by Inspection.
_______ is a wider term and includes ________.
Marketing, Selling
________ is customer-oriented.
Marketing.
_______ is product-oriented .
Selling
Principle of Marketing is _______.
Caveat Vendor (let the seller beware)
Principle of Selling is _______.
Caveat Emptor (let the buyer beware).
Selling focuses on the needs of the ______, Marketing focuses on the needs of the _______.
Seller, Buyer.
Steps in Personal Selling ->
- Preparation
- Prospecting
- Approach
- Presentation
- Convincing
- Closing the Sale
- Post-Sale follow up.
Selecting, Training and Motivating competent salespersons is a
Problem
Sales person should have the knowledge about
- Firms -> Their product and service
- Competitors -> Their product and Service
- Customers -> Selling techniques.
List of prospective buyers can be prepared by using
Dealers, Sales persons, Telephone and trade directories -> Yellow Pages
Telephone directories are also called
Yellow Pages
Collection of information about the potential buyers is called
Pre-Approach
He should explain how the product meets the
- Demand
- Need
- Want
Need**
Objections should be considered as ________.
Sales Oppurtunities.
Some concessions maybe necessary during ______.
Closing the sales.
Qualities of a good salesman
- Knowledgeable
- Sound Memory
- Cheerful
- Sensitive
- Good Physique
- Sincere.
____ is the end result of the process of the _____.
Sales; Selling;
Sales is the
Total amount of goods and services sold by a firm during a given time.
Selling is the ____ of steps taken by a salesperson to sell goods and services.
Series;
Selling is _______ activity but sales is known at the _____ of a period.
Ongoing, End.
Sales is _______ term.
Quantitative
Selling process is _______ term.
Qualitative
Features of Personal Selling
- Personal
- Selective
- Oral
- Art
- Long Lasting relationship
- Mutual Benefit
- Flexibility
Persona selling is a _____-way process.
Two
Importance of personal Selling
- Helps in Understanding customer needs => Provides feedback
- Persuade customers
- Complete job
- Most flexible tool
Personal Selling is ______ and _________ process
Very costly and Time consuming.
Sales persons concludes the sale after getting the _____ of the buyer.
Consent.
Salesperson is loyal and Committed => He is
Sincere.
Salespersons can convince buyers only with
Knowledge.
Selling starts in ____, whereas Marketing Starts in _______
Factory; Target Market;
Selling focuses on _____, whereas Marketing focuses on _______
Products; Customer Needs;
Means of Marketing is through ________
Integrated Marketing.
Means of selling is through __________.
Selling and Promotion.
Goal of marketing is ________
Goal of Selling is ________.
Profits through Customer Satisfaction.
Profits through sales Volume.
Marketing identifies Customer’s
- Needs
- Wants
- Demands
- Wants.
Marketing Continues after sales to provide ______
After-Sales Services.
Selling comes to an end when the ______
Product is delivered.
Selling focuses on
Short term Maximization of profits.
Salesperson should be courageous implies he is
Sincere.
Research and Preparation Pays off during
Presentation
Selling though retail outlets is
Personal Selling.
________ is the best method of selling.
Sales on approval or return.
