Chapter 14 Personal Selling, Sales Mgmt, Direct Mktg

33 cards

Chapter 14


 
  
Created Dec 11, 2010
by
lilkimba512

 

 
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1
personal selling
 
co representative interacts directly with a customer or prospective customer to communicate...
2
order taker
 
salesperson who processes transactions the customer initiates
3
technical specialist
 
contributes expertise in form of product demonstrations, recommendations for complex equipment,...
4
missionary salesperson
 
a salesperson who promotes the firm and tries to stimulate demand for a product but does...
5
new business salesperson
 
salesperson responsible for finding new customers and calling on them to present company’s products
6
order getter
 
salesperson who works to develop long term relationships with particular customers or to generate...
7
team selling
 
consist of salesperson, technical specialist, others who handle the sales function
8
transactional selling
 
hard sell tactics that focus on making an immediate sale with little or no attempt to develop...
9
relationship selling
 
- involves securing, developing, maintaining  long term relationships with profitable...
10
creative selling process
 
process of seeking out potential customers, analyzing needs, determining how product attributes...
11
prospecting 
 
identifying and developing a list of potential or prospective customers
12
preapproach
 
dev information about prospective customers/planning sales interview, §  Consider...
13
approach
 
salesperson tries to learn more about the customer’s needs, create a good impression, and build...
14
sales presentation
 
salesperson directly communicates the value proposition (benefits of the product over the competition)...
15
close
 
decision stage in which salesperson asks the customer to buy product
16
follow up
 
   activities after sale that provide important services to the customer, Include...
17
sales management
 
planning, implementing, controlling personal selling function of an org
18
sales territory
 
set of customers (usually defined by geographic boundaries) for whom a salesperson is responsible...
19
direct marketing
 
any direct communication to a consumer or bus recipient to generate a response (order, a...
20
catalog
 
a collection of products consisting of product descriptions and photos (book)
21
direct mail
 
brochure or pamphlet that offers a specific g/s at one point in time
22
telemarketing
 
selling directly to consumers and bus customers over the telephone
23
direct response advertising
 
allows consumers to respond to a msg by immediately contacting the provider to ask questions...
24
direct response TV
 
advertising on TV that seeks a direct response including short commercials of less than two mins,...
25
infomercials
 
half hour or hour commercials that resemble a talk show but are sales pitches
26
m-commerce (mobile commerce)
 
promotional and e-commerce activities transmitted over mobile phones and other mobile devices
27
last objection close
 
asks the customer to buy if all concerns are addressed
28
assumptive or minor points close
 
asks the customer details about their purchase
29
standing room or buy now close
 
the offer is good for a certain period and the customer should act with urgency so that they...
30
quota bonus plan
 
salary plus bonus if sales exceed an assigned quota
31
straight commission plan
 
based solely on percentage of sales the person closes
32
commission with draw plan
 
earnings come from commission plus a regular payment/draw that may be charged against future...
33
straight salary plan
 
salesperson is paid a set amount regardless of sales performance 


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