Part 3 Flashcards
Sales promotion
Any short-term [generally six months or less] incentives to encourage the purchase or sale of a product or service.
Close
The stage of the sales cycle that results in the prospect ordering the product.
Cold call
Describes a situation where a salesperson calls on an entity without knowing if it fits any target market profile.
Complex sales structure
A sales force organization that utilizes a variety of sales organizations and approaches to sell the company’s products.
Consultative sales approach
A selling methodology that focuses on profit improvement through problem-solving.
Customer sales structure
A sales force organization where salespeople specialize in selling only to certain customers or industries.
False objection
Any issue raised by the prospect that is unimportant in the decision process.
Inside sales force
Salespeople who conduct business from their offices via telephone or electronic methods generally with no face-to-face contact.
Outside sales force
Salespeople who travel to call on customers at their location.
Personal selling
Any personal [face-to-face/visual] presentation by a salesperson for the purpose of making sales and building customer relationships.
Product sales structure
A sales force organization where salespeople specialize in selling only a portion of the company’s products or lines.
Prospect
An entity that meets a target market segment profile but has not yet purchased the product.
Real objection
Any issue that must be satisfactorily addressed before the prospect will buy.
Relationship sales approach
A selling methodology that focuses on profit improvement through understanding your customer’s business and forming strategic relationships that increase customer satisfaction and customer loyalty.
Sales force
A set of people primarily responsible for selling the firm’s products
