Personal Selling & Sales Promotion Flashcards
Inside Sales
Salespeople who conduct business from their offices via phone, internet, or visits from prospective buyers
Outside Sales
Salespeople who travel to call on customers in the field
Sales Quota
A standard that states the amount a salesperson should sell and how sales should be divided among the company’s products
Team Selling
Using Teams of people from sales, marketing, engineering, finance, tech support, and even upper management to service large, complex accounts
Territorial Sales
A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company’s full line
Missionary Sales
a form of indirect selling in which a salesperson tries to provide information about the given product to an individual who has an influence on the buying decision rather than directly selling the product. This is used to convince a person who has never used a product to buy it.
Preapproach
The sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call
Approach
The sales step in which the salesperson meets the customer for the first time
Objections
The sales step in which the salesperson seeks out, clarifies, and overcomes any customer objectives to buying
Prospecting
The sales step in which the salesperson or company identifies qualified potential customers
Closing
The sales step in which the salesperson asks the customer for an order
Relationship Marketing
Seeking customers to serve over a long period of time in a mutually profitable partnership
Customer Database
An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
Telemarketing
using the telephone to sell directly to customers
Direct Response Marketing
Connecting directly with the targeted segments or individual consumers, often on a one to one basis
