Term
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Definition
Three Basic Tasks
1. Order-getting
2. order-taking
3. 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, servoce, 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
The routine completion of sales made regualaryly to target customers.
Requires ongoing follow-up to make certain that the customer is totally satisfied. |
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Term
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Definition
Help the order-oriented salespeople, but they don't try to get orders themselves. Main goal is to establish long run relationships with the customers
Three Types of Salespeople.
1.Missionary
2.Techincal
3.Customer Service Reps. |
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Term
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Definition
| Support the salespeople who work for producers- calling on the middleman and their customers. Try to develop goodwill and stimulate demand. |
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Term
| Techincal Specialist (salespeople) |
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Definition
| Support salespeople who provide technical assistance to order-oriented salespeople. Often science/engineers. |
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Term
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Definition
| Work with customers to resolve problems that arise with a purchase, usually after the purchase has been made. |
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Term
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Definition
| Idea that different people work together on a specific account |
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Term
| Major Accounts Sales Force |
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Definition
| Sell directly to large accounts |
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Term
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Definition
| Use of the telephone to "call" on customers or prospects. |
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Term
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Definition
| A written statement of what a salesperson is expected to do. |
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Term
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Definition
| The specific sales or profit objective a salesperson is expected to achieve. |
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Term
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Definition
| Invovles following all the leads in the target market to identify potenial customers |
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Term
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Definition
| A Salesperson's effort to make a sale or address a customer's problem |
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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
| Invovles developing a good understanding of the individual customer's needs beofre trying to close the sales |
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Term
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Definition
| The salesperson's request for an order |
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Term
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Definition
| Starts with a prepared presentation outline-much like the prepared approach- leads the customers through some logical steps to a final close. |
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Term
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Definition
| a geographic area that is the responisbility of one salesperson or several working together. |
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