Term
| Robinson Patman Act (PLP) |
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Definition
Price discrimination
Limits quantity (FTC)
Prohibits unfair allowances |
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Term
| Federal Trade Comissions Act |
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Definition
Protects against unfair methods of competitions in commerce
Protects against unfair/deceptive acts |
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Term
| 3 Types of Busniess Buying Situations |
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Definition
New-task buy
Straight re-buy
Modified re-buy |
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Term
| Steps in sales cycle (1-8) |
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Definition
Prospecting
Pre-approach
Approach
Needs disocovery
Presentation
Combating opposition
Close
Post-sale service
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Term
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Definition
Money
Appointment
Desire
Decision-maker
Elligable
Need |
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Term
| 4 types of consumer behavior |
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Definition
Aggressive
Non-aggressive
Responsive
Non-responsive
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Term
| 5 Qs of ethical decision making |
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Definition
Is it legal?
Is it fair to all involved?
Golden rule
Could I justfy this to my family?
Will I be ok with this choice? |
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Term
| What are the 4 responsibilities to? |
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Definition
the self
the company
the customer
the competition |
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Term
| What are the 4 most important characteristics of salespeople? |
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Definition
Able to determine client needs
Product knowledge
Self-discipline
Features -> benefits |
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Term
| What are the 4 areas of being a product expert? |
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Definition
Knowledge of:
Product
Company
Industry
Competition |
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