Term
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Definition
| order getting, order taking, and supporting |
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Term
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Definition
| Concerned with establishing relationships with new customers and developing new business |
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Term
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Definition
| Seeking possible buyers with a well organized sales presentation designed to sell a good, service, or idea |
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Term
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Definition
| sell to the regular or established customers, complete most sales transactions, and maintain relationships with their customers |
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Term
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Definition
| routine completion of sales made regularly to target customers |
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Term
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Definition
| help the order-oriented salespeople, but they dont try to get orders themselves. |
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Term
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Definition
| are supporting salespeople who provide technical assistance to order-oriented salespeople |
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Term
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Definition
| are supporting salespeople who work for producers-calling on intermediaries and their customers |
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Term
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Definition
| work with customers to resilve problems that arise with a purchase, usually after the purchase has been made |
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Term
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Definition
| is a written statement of what a salesperson is expected to do |
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Term
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Definition
| specific sales or profit goals that someone has targeted |
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Term
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Definition
| following all leads in a market in order to find potential customers |
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Term
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Definition
| effort to make a sale or address a customers problem or questions |
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Term
| prepared sales presentation |
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Definition
| approach uses a memorized presentation that is not adapted to each individual customer |
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Term
| consultative selling approach |
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Definition
| involves developing a good understanding of the individual customer's needs before trying to close the sale |
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Term
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Definition
| When the salesperson requests an order or asks for the sale |
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Term
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Definition
| starts with a prepared presentation outline- much like the prepared approach- and leads the customer through some logical steps to a final close |
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Term
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Definition
| salesperson earns the same amount regardless of how he or she spends time. Most secure for the salesperson |
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Term
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Definition
| often based on a percent of dollar sales, but it may a financial incentie based on other outcomes, such as number of new accounts, customer satisfaction ratings, or customer service problems resolved in some time period... least secure for the salesperson |
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Term
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Definition
| Includes some salary and some commission, bonuses, profit sharing, pensions, stock plans, insurance, and other fringe benefits may be included too |
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