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| Paid personal communication that attempts to inform customers and persuade them to buy products in an exchange situation. |
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| Developing a list of potential customers. |
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| The manner in which a salesperson contacts a potential customer. |
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| the stage in the personal selling process when the salesperson asks the prospect to buy the product. |
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| A salesperson who sells to new customers and increases sales to current custmers. |
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a salesperson who rimarily seeks repeat sales. |
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| sales staff members who facilitate selling but usually are not involved solely with making sales. |
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| Support salespeople, usually employed by a manufacturer, who assist the producer's customers in selling to their own customers. |
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| Salespeople involved mainly in helping a producer's customers promote a product. |
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| support salespeople who give technical assistance to a firms current customers. |
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| The use of a team of experts from all functional areas of a firm, led by a salesperson, to conduct the personal selling process. |
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Definition
| The building of mutually beneficial longterm associations with a customer through regular commnications over prolonged periods of time. |
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Definition
| Developing a list of qualified applicants for sales positions. |
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| Straight salary compensation plan |
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Definition
| Paying salespeople a pecific amount per time period, regardless of selling effort. |
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| Straight commission compensation plan |
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Definition
| Paying salespeople according to the amount of their sales in a given time period. |
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| Combination compensation plan |
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Definition
| Paying salespeople a fixed salary plus a commission based on sales volume. |
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Definition
| An activity and/or material intended to induce resellers or salespeople to sell a product or consumers to buy it. |
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Term
| Consumer sales promotion methods |
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Definition
| Sales promotion techniques that encourage consumers to patronize specific stores or try particular products. |
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| A written price reduction used to encourage consumers to buy a specific product. |
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| A promotion that allows buyers topay less than the regular price to encourage purchase. |
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| A sales promotion technique offering consumer a specified amount of money when they mail in a proof of purchase, usuallyfor multiple product purchases. |
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Definition
| A sales promotion technique in which a consumer receives a specified amount of money for making a single product purchase. |
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| Point-of-purchase (P-O-P) materials |
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Definition
| Signs, window displays, display racks, and similar devices used to attract customers. |
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Definition
| A sales promotion method a manufacturer uses temporarily to encourage trial use and purchase of a product or to show how a product works. |
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| A sample of a product given out to encourage trial and purchase |
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| An item offered free or at a minimal cost as a bonus for purchasing a product. |
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| Sales promotion methods in which individuals compete for prizes based on their analytical or creative skills. |
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| Sales promotion method in which individuals compete for prizes based primarily on chance. |
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Definition
| A sales promotion in which entrants submit their names for inclusion in a drawing for prizes. |
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| Trade sales promotion methods |
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Definition
| Methods intended to persuade wholesalers and retailers to carry a producers products and market them aggressively. |
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Definition
| A temporary price reduction to resellers for purchasing specified quantities of a product. |
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Definition
| A sum of money given to a reseller for each unit bought after an nitial promotion deal is over. |
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Definition
| A manufacturer's reward to retailers based on he number of pices scanned. |
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Definition
| A manufactuer's agreement to pay resellers certain amounts of money for providing special promotional efforts, such as setting up and maintaining a display. |
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Definition
| An arrangement in which a manufactuer agrees to pay a certain amount of a retailer's media costs for advertising the manufactuers products. |
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| An advertisement that promotes a product and identifies the names of participating retailers that sell the product. |
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Definition
| A manufactuer's reward given to resellers that purchase a stated quantity of products. |
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| A gift, often part of a display, given to a retailer that purchases a specified quantity of merchandise. |
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| Extra compensation to salespeople for pushing a line of goods. |
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Definition
| A sales promotion method used to motivate distributors , retailers, and sales personnel through recognition of outstanding achievements. |
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