ls 4 Flashcards
what is sales?
exchange of goods and services for money
__ is the hallmark of business
Selling
two types of selling
consumer selling
industrial selling
_______ is necessary to create demand
Persuasion
how does selling win the confidence of buyers?
by providing them info about the utility of products and services
selling is a _____ way process. how?
two
it gives cash to seller
it satisfies needs of buyer
4 methods of selling
- sale by inspection
- Sales by description
- Sales by sample
- Sales on approval
sales by inspection is necessary when …
goods are non standardised / goods are perishable
disadvantage of sales by inspection
it is time-consuming
What is sales by inspection?
buyer inspects the goods before deciding to buy them
two advantages of sales by description
saves time
widens market
sales by description is possible only for ________ goods
standardised
what does a description give u?
size,shape,design,content, usage, etc etc of goods
through what can description be given?
catalogue,circular,sales letter,etc
what is sales by sample
sample is checked and bulk order is placed based on the sample
sales by sample is used in the case of _______
food grains, tea, coffee
What is sales on approval/return ?
seller sends the goods to buyer
after checking, buyer will decide whether to buy or not
marketing is ____ than selling
wider
principle of selling
Caveat emptor - let the buyer beware
principle of marketing
caveat vendor - let the seller beware
selling is ______-oriented whereas marketing is ______-oriented
product,customer
starting point of selling
factory
starting point of marketing
target market
features of personal selling
personal selective oral long lasting relationship art flexible mutual benefit
purpose of personal selling
win a permanent customer
personal selling is a ___-way process
2
importance of personal selling
understanding customer needs persuasion of customers complete job most flexible tool provides feedback
most flexible tool of promoting sales
personal selling
qualities of a good salesman
good physique cheerful sincere sensitive knowledgeable sound memory
AIDCAM
Attention Interest Desire Conviction Action More sales
steps in personal selling process
Preparation Prospecting Approach Presentation Convincing Closing the sale Post sale follow up
what is done in Preparation step?
- a motivated and well trained sales force is developed
2. salespersons must have complete knowledge about everything
what is prospecting
locating and identifying the potential buyers
collection of info about prospective buyers is called:
pre approach
salesperson makes face-to-face contact with the prospective buyer in this step
approach
salespersons display and demonstrate the product in this stage
presentation
which is more costly advertising or personal selling?
personal selling
——– should be considered as sales opportunities
objections
convincing customer and clearing doubts happens in which stage?
convincing
In order to earn repeat sales .. what must the salesperson do ?
pack and deliver the product carefully
_______ action helps to win the trust and faith of the customer
Follow up
sales is a __________- term whereas selling is a ___________ term
quantitative, qualitative
____ is the end result of selling
sales
__ is the hallmark of business
Selling
