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commercial applications > ls 4 > Flashcards

ls 4 Flashcards

1
Q

what is sales?

A

exchange of goods and services for money

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2
Q

__ is the hallmark of business

A

Selling

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3
Q

two types of selling

A

consumer selling

industrial selling

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4
Q

_______ is necessary to create demand

A

Persuasion

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5
Q

how does selling win the confidence of buyers?

A

by providing them info about the utility of products and services

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6
Q

selling is a _____ way process. how?

A

two
it gives cash to seller
it satisfies needs of buyer

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7
Q

4 methods of selling

A
  1. sale by inspection
  2. Sales by description
  3. Sales by sample
  4. Sales on approval
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8
Q

sales by inspection is necessary when …

A

goods are non standardised / goods are perishable

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9
Q

disadvantage of sales by inspection

A

it is time-consuming

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10
Q

What is sales by inspection?

A

buyer inspects the goods before deciding to buy them

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11
Q

two advantages of sales by description

A

saves time

widens market

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12
Q

sales by description is possible only for ________ goods

A

standardised

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13
Q

what does a description give u?

A

size,shape,design,content, usage, etc etc of goods

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14
Q

through what can description be given?

A

catalogue,circular,sales letter,etc

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15
Q

what is sales by sample

A

sample is checked and bulk order is placed based on the sample

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16
Q

sales by sample is used in the case of _______

A

food grains, tea, coffee

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17
Q

What is sales on approval/return ?

A

seller sends the goods to buyer

after checking, buyer will decide whether to buy or not

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18
Q

marketing is ____ than selling

A

wider

19
Q

principle of selling

A

Caveat emptor - let the buyer beware

20
Q

principle of marketing

A

caveat vendor - let the seller beware

21
Q

selling is ______-oriented whereas marketing is ______-oriented

A

product,customer

22
Q

starting point of selling

A

factory

23
Q

starting point of marketing

A

target market

24
Q

features of personal selling

A 
personal
selective
oral
long lasting relationship 
art
flexible
mutual benefit
25
Q

purpose of personal selling

A

win a permanent customer

26
Q

personal selling is a ___-way process

A

2

27
Q

importance of personal selling

A 
understanding customer needs 
persuasion of customers
complete job
most flexible tool
provides feedback
28
Q

most flexible tool of promoting sales

A

personal selling

29
Q

qualities of a good salesman

A 
good physique
cheerful
sincere 
sensitive
knowledgeable
sound memory
30
Q

AIDCAM

A 
Attention
Interest
Desire
Conviction
Action
More sales
31
Q

steps in personal selling process

A 
Preparation
Prospecting
Approach
Presentation
Convincing
Closing the sale
Post sale follow up
32
Q

what is done in Preparation step?

A
  1. a motivated and well trained sales force is developed

2. salespersons must have complete knowledge about everything

33
Q

what is prospecting

A

locating and identifying the potential buyers

34
Q

collection of info about prospective buyers is called:

A

pre approach

35
Q

salesperson makes face-to-face contact with the prospective buyer in this step

A

approach

36
Q

salespersons display and demonstrate the product in this stage

A

presentation

37
Q

which is more costly advertising or personal selling?

A

personal selling

38
Q

——– should be considered as sales opportunities

A

objections

39
Q

convincing customer and clearing doubts happens in which stage?

A

convincing

40
Q

In order to earn repeat sales .. what must the salesperson do ?

A

pack and deliver the product carefully

41
Q

_______ action helps to win the trust and faith of the customer

A

Follow up

42
Q

sales is a __________- term whereas selling is a ___________ term

A

quantitative, qualitative

43
Q

____ is the end result of selling

A

sales

44
Q

__ is the hallmark of business

A

Selling

commercial applications (5 decks)

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