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Details Title: Marketing Chap 19 Description: Marketing Chap 19 Total Flash Cards: 16 Created: 03/19/2007 11:55:46	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 telemarketing Definition Promotional presentation involving outbound telephone contacts by salespeople or inbound contacts by customers who want to obtain information and place orders. Term boundary-spanning role Definition Sales manager's activities to link the sales force to other elements of an organization's internal and external environments Term missionary selling Definition Indirect selling in which specialized salespeople promote the firm's goodwill among indirect customers,often by assisting in product use. Term over-the-counter selling Definition Personal selling conducted in retail and in some wholesale locations in which customers come to the seller's place of business. Term expectancy theory Definition The theory that motivation depends on an individual’s expectations of his or her ability to perform a job and how that performance relates to obtaining a desired reward Term consultative selling Definition Meeting customer needs by listening to them, understanding – and caring about – their problems, paying attention to details, and following through after the sale. Term creative selling Definition Personal selling situations in which buyers must undertake considerable analytical decision making,creating a need for skillful vendor proposals of solutions for customer needs. Term personal selling Definition Interpersonal influence process involving a seller's promotional presentation conducted face-to-face with a buyer Term inside selling Definition Performing field selling functions but avoiding travel expenses by relying on phone, mail, and electronic commerce to provide sales and product service for customers on a continuing basis. Term sales quota Definition Level of expected sales for a territory, product, customer, or salesperson against which evaluations compare actual results. Term national accounts organization Definition Organization scheme that assigns sales teams to a firm's largest accounts. Term order processing Definition Selling, mostly at wholesale and retail levels, that involves identifying customer needs, pointing them out to customers, and completing orders. Term sales force automation (SFA) Definition Application of computer and other technologies to improve the efficiency and competitiveness of the sales function Term relationship selling Definition Regular contacts over an extended period to establish a sustained buyer-seller relationship Term team selling Definition Combination of salespeople with specialists from other functional areas to promote a product Term field selling Definition Face-to-face sales presentations made at prospective customers' homes or places of business