Flashcard Set Preview
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| 1 |
freedom of action and opportunities for
personal initiative
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autonomy
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| 2 |
each customer has different needs and
problems for which the salesperson can
work to develop...
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job variety
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| 3 |
rewards inherent to satisfaction derived from elements of the job or role itself
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intrinsic rewards
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| 4 |
rewards bestowed on the salesperson by the company
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extrinsic rewards
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a lack of balance between one's work life and family life such that work is encroaching on...
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work-family conflict
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the altering of sales behaviors during a customer interaction or across customer interactions...
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adaptive selling
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| 7 |
The sales role today is broader than in the past and contains substantially more activities
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job enlargement
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increasing involvement of salespeople in nonselling activities is one major increase for a...
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cost of sales call
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| 9 |
jobs involve selling goods and services to end-user consumers for their own personal use
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retail selling
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| 10 |
the sale of goods and services to non-end-user consumers
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industrial selling
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| 11 |
represents all the people who partcipate in buying or influencing the purchase of a particular...
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buying center
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the people who perceive a problem or opportunity that may require the purchase of a new product...
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initiators
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the people in the organization who must use or work with the product or service-often influence...
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users
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provide info. for evaluating alternative products ans suppliers, often play a major role in...
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influencers
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| 15 |
control the flow of info. to other people involved in the purchasing process
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gatekeepers
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the person who actually contacts the selling organization and places the order
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buyer
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the person with the final authority to make a purchase decision
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decider
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the person who determines the budget for the purchase
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controller
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| 19 |
a function of the complexitity of the product and situation, the relative importance of the...
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perceived risk
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| 20 |
brings together individuals from around the organization to help the salesperson do his or...
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selling center
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| 21 |
very largest customer
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key account
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| 22 |
needs are derived from its customers demand for the goods and services it produces or markets
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derived demand
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| 23 |
standardized, nontechnical items
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commodity products
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| 24 |
fees charged by a retailer for the privilege of having them set up a new item in their IT systems
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slotting allowances
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| 25 |
customer is buying a relatively complex and expensive product or service for the first time
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new-task purchases
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| 26 |
a customer is interested in modifying the product specifications, prices, or other terms it...
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modified rebuy
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| 27 |
a customer is reordering an item it has purchased many times
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straight rebuy
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