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PROFESSIONAL SALEMANSHIP > SELLING AND SALES PEOPLE > Flashcards

SELLING AND SALES PEOPLE Flashcards

1
Q

transfer of title to goods and services by the seller to the buyer in exchange of money

A

SALE

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2
Q

is the act of selling a product or service in
return for money or other compensation.

A

SALE

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3
Q

It is an act of completion of a commercial
activity.

A

SALE

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4
Q

Employment of men and women who
determine the needs of potential buyers
and attempt to persuade these
prospects to satisfy their needs through
the purchase of products and services

A

SALE

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5
Q

Is the art or
skill in selling

A

SALESMANSHIP

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6
Q

is the art of
convincing and persuading people
to buy the product.

A

SALESMANSHIP

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7
Q

is just transferring the title in goods, services or ideas with a valuable consideration.

A

SELLING

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8
Q

Importance of Salesmanship

One can find virtually no
occupation or profession that does not demand _______

The ____________ usually goes to the seller instead of the seller seeking out for customers.

A
  • Skills
  • customer
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9
Q

__________________________
* Business Activity

  • Person-to-person
    communication process
  • Brings long term benefit
    of both parties
A

Personal Selling

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10
Q

Objective of ______________

build a relationship or
partnership which
benefits customer and
salesperson

A

Salesmanship

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11
Q

Role of Salespeople in Business

Competition is ________.

A

keen.

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12
Q
  • Methods of
    Communication w/
    Customers
A
  1. personal selling
  2. advertising
  3. sales promotion
  4. publicity
  5. word of mouth
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13
Q

face to face

A

personal selling

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14
Q

Impersonal mass

A

Advertising

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15
Q

extra value, incentives to customers

A

Sales Promotion

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16
Q

communication through significant unpaid presentations about the firm

A

publicity

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17
Q

way of communication to
costumer at no cost

A

Word of Mouth

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18
Q

Coordinated communication programs to maximize the
impact of program to customers

A

INTEGRATED MARKETING
COMMUNICATION

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19
Q

is the coordination and integration of all marketing
communication tools, avenues, functions and sources within a company into a seamless program that maximizes the impact on consumers and other end users at a minimal cost.

A

INTEGRATED MARKETING
COMMUNICATION

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20
Q

A management concept that is designed to make all
aspects of marketing communication such as
advertising, sales promotion, public relations, and direct marketing work together as a unified force, rather than permitting each to work in isolation.

A

INTEGRATED MARKETING
COMMUNICATION

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21
Q

Acquires information about its environment and
remembers this information so that it can guide organization decisions and actions even if employees in the organization change.

A

LEARNING ORGANIZATIONS

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22
Q

Acquires information about its environment and
remembers this information so that it can guide organization decisions and actions even if employees in the organization change.

A

LEARNING ORGANIZATIONS

23
Q

developing knowledge to
do present activities
better

A

Adaptive Learning

24
Q

firm go beyond their present product, markets,
policies and procedures to
develop new insights.

A

generative learning

25
Q

types of Salesprson

A

Manufacturer’s Sales People

Wholesaler’s Sales People

Retailer’s Sales People

Specialty Sales People

26
Q

They are salespeople who may sell to wholesalers, retailers, or other middlemen.

A

Manufacturer’s Sales People

27
Q

Those who sell to ultimate consumers

Those who sell to industrial concerns

A

Manufacturer’s Sales People

28
Q

People who work for manufacturers and who
sell to the distributive trades can be further
grouped into three major types:

The Pioneer-Products Sales People

The Dealer-Servicing Sales People

The Merchandising, Detail and Missionary Sales People

A

Manufacturer’s Sales People

29
Q

These are individuals whose function is to secure
outlets for a new product to wholesalers, distributors,
and dealers.

A

The Pioneer-Products Sales People

30
Q

To attain success in this particular field of selling, one must be self-reliant, self-generating, aggressive, and imaginative.

A

The Pioneer-Products Sales People

31
Q

To attain success in this particular field of selling, one must be _______, __________, ____________, and _____________.

A

self-reliant, self-generating, aggressive, and imaginative.

32
Q

There will never be a surplus of individuals in this field. (they may be selling computers, dvd players, refrigerators and brand new watches.

A

The Pioneer-Products Sales People

33
Q

Sales people of this type need not be as aggressive or imaginative as the first type.

A

The Dealer-Servicing Sales People

34
Q

Persistence, enthusiasm, warmth, and friendliness are necessary traits for this type of salesman. These sales people enjoy greater
security, steadier income, and less wear-and-tear
on their nervous system.

A

The Dealer-Servicing Sales People

35
Q

They contact retailers or wholesalers at frequent intervals, offer whatever goods they have, thus preventing his established group of outlets from an “out-of-stock” situation.

A

The Dealer-Servicing Sales People

35
Q

They differ from
the pioneer-products
man and dealer-servicing
man in such way
that their chief
duty is to promote

A

The Merchandising, Detail and Missionary Sales People

36
Q

They are sometimes called “sales promoter” because they gather latest information about their target market, give advice and counseling to middlemen and try to favorably influence sales volume.

A

The Merchandising, Detail and Missionary Sales People

37
Q

Traditionally, these individuals are called
“merchandisers”, “detailers”, and
“missionaries”

A

The Merchandising, Detail and Missionary Sales People

38
Q

The merchandisers get in touch with company
jobbers and dealers and increase the sales volume
by:

Giving ________ ___________ for
the middlemen’s sales
people, giving more
emphasis on product
knowledge and
applications.

A

sales training

39
Q

_____________________

Extending helping hand in solving the usual problem in the ordinary course
of the business such as:

  • Missing shipments
  • Defective goods
  • Consumer complaints
  • Unusual application
    of the goods
A

Offering in-store product displays;

40
Q

Helping check dealer ____________ and taking orders for needed
fill-ins and forwarding the orders to the distributor with whom the dealer prefers to do the business.

A

inventory

41
Q

Offering ______________ on how to manage the business more effectively. As the dealer prospers, so
will the dealer’s suppliers.

A

unselfish advice

42
Q

The _________ are employed by drug and textbook companies.

The _____________ is usually hired by manufacturers who do not sell their products directly to the consuming public but who supply materials or component parts of other users or manufacturers.

A

detailers

missionary

43
Q

This refers to an individual who acts as the intermediary between the
manufacturer and the retailers or industrial users and carry thousands
of unrelated lines of
merchandise in a warehouse where they are quickly available to dealers.

A

Wholesaler’s Sales People

44
Q

The middlemen between the manufacturer and retail merchant or industrial consumer who serves several usual functions by carrying thousands of items in a
warehouse where they are quickly available to dealers.

A

Wholesaler’s Sales People

45
Q

They are considered important links in the marketing channel because they are both marketers and consumers.

They are customer’s of producers and wholesalers.

A

Retailer’s Sales People

46
Q

There middlemen between the manufacturer and retail merchant or
industrial consumer who serves several usual functions by carrying
thousands of items in a warehouse where they are quickly available to
dealers.

A

Retailer’s Sales People

47
Q

They carry only one complete line of merchandise.

The merchandise they sell are usually higher in
prices and call for personal
selection by customer.

A

Specialty Sales People

48
Q

This type of sale
necessities ingenuity,
initiative, perseverance, and considerable selling
skill.

A

Specialty Sales People

49
Q

Two classifications of
specialty sales people:

A
  1. Consumer goods specialties
  2. Industrial goods specialties
50
Q

This type of sales people handles products such as vacuum cleaners,
refrigerators, encyclopedias, brushes,
cosmetics, greeting cards, books, or pots and pans.

A

Consumer goods specialties

51
Q

They sell products like cash registers, office machines, industrial machines and
they are trained to render service as well as to make sales. They are often referred to as trouble shooters of the company.

A

Industrial goods specialties

52
Q

“THE MOST POWERFUL INGREDIENT IN
BUSINESS IS POSITIVE MOMENTUM, GET IT
AND KEEP IT”

A
  • Dan Lightfritz

PROFESSIONAL SALEMANSHIP (5 decks)

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