Term
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Definition
=direct communications between paid representatives and prospects that lead to transactions, customer satisfaction, account development, and profitable relationships
-under promotion in the marketing mix
-"push" strategy
-allows for 2-way communication and identification of customer needs
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Term
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Definition
| the planning, organizing, leading, and controlling of personal contact programs to satisfy customers and achieve the sales and profit objectives of the firm |
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Term
| Major changes taking place in selling |
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Definition
1. Globalized market place
2.Shorter product life cycles
3.Blurred competitive boundaries |
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Term
| Major changes taking place for customers |
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Definition
1.Buying from fewer suppliers
2.service and performance expectations are increasing
3.power is increasing--allowing custmer to demand more and obtain higher service and offerings |
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Term
| Major changes taking place for sales forces |
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Definition
1.Focus on relationship selling (solutions selling)
-listening skills
-follow up skills
-ability to adapt to situations
-completing tasks
-organization
2.Selling teams
3.More time spent internally selling (SALES NETWORKS)
-more contacts means more leads
-important for closing-multiple buyers
4.Success defined in terms of productivity rather than revenues |
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Term
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Definition
1.Seeing the "big picture" and developing strategic sales pland
2.Defining the role of the sales force in executing a firms business plan
3.Structuring the sales force efficiency and effectiveness
4.Building competent sales competencies to implement the firm's business strategies
5.Leading the sales force to achieve success |
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Term
| Competencies of successful sales managers |
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Definition
1.Strategic action
2.Coaching
3.Team building
4.Global perspective
5.Self-management
6.Technology Competence |
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Term
| advertising and sales promotion |
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Definition
| use "pull" strategy to direct merchandise through channels |
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Term
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Definition
advertising
personal selling
public relations
sales promotions |
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Term
| responsibilities of the sales manger |
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Definition
1.achieve/exceed performance goals
2.develop the sales team |
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Term
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Definition
-time needed to complete the sale
-gross margin associated with the sale
-price discount level
-promotional support level
-post-sale support level
-future sales potential level |
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Term
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Definition
1.focus on the big picture
2.define the role of the sales force
3.structure the sales force
4.build sales force competencies
5.lead the sales force |
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Term
| most powerful motivator for salespeople |
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Definition
| a well-designed compensation package |
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Term
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Definition
1.understand industry
2.understand company
3.take action! |
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Term
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Definition
1.role model
2.provide verbal feedback
3.build trust |
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Term
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Definition
1.design proper teams
2.create a supportive enviornment
3.manage team dynamics |
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Term
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Definition
1.integrity/ethics
2.personal drive
3.self-awareness and development |
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Term
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Definition
1.cultural knowledge and sensitivity
2.global selling program |
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