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Principles of Selling Final
Mike's Brutal Final
9
Marketing
Undergraduate 4
03/01/2011

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Cards

Term
Sales Presentation
Definition
the most challenging, rewarding, and enjoyable aspect of the buyer-seller interaction.
Term
Salesperson to buyer
Definition
A salesperson discusses issues with a prospect or customer in person or over the phone
Term
Salesperson to buyer group
Definition
A salesperson gets to know as many members of the buyer group as possible
Term
Sales team to buyer group
Definition
A company sales team works closely with the members of the customer's buying group.
Term
Conference selling
Definition
The salesperson brings company resource people to discuss a major problem or opportunity.
Term
the memorized presentation
Definition
based on either of two assupmtions: that a prospect's needs can be stimulated by direct exposure tot he product, or that these needs ahve already been stimulated because the prospect has made the effor to tseek out the product.
Term
the formula sales presentation
Definition
often referred to as the persuasive selling presentation.  It's akin to the memorized method:  it is based on the assumption that similar prospects in similar situations can be approached with similar presentations.
Term
AIDA procedure
Definition

A:  Attention

I:  Interest

D:  Desire

A:  Action

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