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Details Title: Basic Marketing Description: MKT 320F Total Flash Cards: 22 Created: 10/28/2007 18:41:29	To study from this set of flash cards, or to create your own your own study flash cards, register HERE. If you are already a registered user, CLICK HERE.
Cards Term Basic Sales Tasks Definition Three Basic Tasks 1. Order-getting 2. order-taking 3. supporting Term Order-Getters Definition Concerned with establishing relationships with new customers and developing new business Term Order-Getting Definition Seeking possible buyers with a well-organized sales presentation designed to sell a good, servoce, or idea. Term Order-Takers Definition Sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers. Term Order-Taking Definition The routine completion of sales made regualaryly to target customers. Requires ongoing follow-up to make certain that the customer is totally satisfied. Term Supporting Salespeople Definition Help the order-oriented salespeople, but they don't try to get orders themselves. Main goal is to establish long run relationships with the customers Three Types of Salespeople. 1.Missionary 2.Techincal 3.Customer Service Reps. Term Missionary Salespeople Definition Support the salespeople who work for producers- calling on the middleman and their customers. Try to develop goodwill and stimulate demand. Term Techincal Specialist (salespeople) Definition Support salespeople who provide technical assistance to order-oriented salespeople. Often science/engineers. Term Customer Service Reps Definition Work with customers to resolve problems that arise with a purchase, usually after the purchase has been made. Term Team Selling Definition Idea that different people work together on a specific account Term Major Accounts Sales Force Definition Sell directly to large accounts Term Telemarketing Definition Use of the telephone to "call" on customers or prospects. Term Job Descriptions Definition A written statement of what a salesperson is expected to do. Term Sales Quota Definition The specific sales or profit objective a salesperson is expected to achieve. Term Prospecting Definition Invovles following all the leads in the target market to identify potenial customers Term Sales Presentation Definition A Salesperson's effort to make a sale or address a customer's problem Term Prepared Sales presentation Definition Approach uses a memorized presentation that is not adapted to each individual customer. Term Consultative selling approach Definition Invovles developing a good understanding of the individual customer's needs beofre trying to close the sales Term Close Definition The salesperson's request for an order Term Selling Formula Approach Definition Starts with a prepared presentation outline-much like the prepared approach- leads the customers through some logical steps to a final close. Term Definition Term Sales Territory Definition a geographic area that is the responisbility of one salesperson or several working together.