Term
| the importance of internal partnerships |
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Definition
| the ability to work with groups inside the company can directly affect the sales reps pocketbook |
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Term
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Definition
| salespeople also sell their customers' needs to their companies |
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Term
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Definition
| salespeople must often rely on personnel in other areas of the firm to do their respective jobs properly |
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Term
| 7 principles of selling internally |
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Definition
1. understand that its your problem
2.appeal to a higher objective
3.probe to find out and understand the personal and professional needs of the internal customer
4. use arguments for support that adequately address internal customers' needs as well as your own.
5. do not spend time/energy resenting the internal customers' inability to accept or understand your sense of urgency
6. never personalize issues
7. be prepared to negotiate |
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Term
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Definition
| concerned with low production cost |
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Term
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Definition
| processes orders and makes sure salespeople get paid for them |
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Term
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Definition
| need for expedited or special-handling deliveries |
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Term
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Definition
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Term
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Definition
| responsible for generating leads |
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Term
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Definition
| size and organization of the sales force, forecasting, expense budget, control and quota setting |
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Term
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Definition
| hire salespeople, evaluate performance, train |
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Term
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Definition
| salels, revenue, profit/gross margin, activity |
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Term
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Definition
| represents a quantitative minimum level of acceptable performance for a specific period |
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Term
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Definition
| regular payment regardless of performance |
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Term
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Definition
| pay tied to some level of performance |
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Term
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Definition
| incentive pay for individual sale |
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Term
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Definition
| incentive pay for overall performance in one or more areas |
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Term
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Definition
| pays certain amount per sale and includes a base and a rate but not a salary |
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Term
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Definition
| the item from which commission is determined |
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Term
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Definition
| money paid to a salesperson against future commission |
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Term
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Definition
| provide salary and commission |
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Term
| strategies for handling unethical requests from a mgr |
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Definition
| leave the org or transfer, negotiate an alt course of action, blow the whistle, threaten to blow the whistle, appeal to a higher authority, agree to the demand but fail to carry it out, refuse to comply with the request, ignore the request |
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Term
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Definition
| salespeople specializing by types of products |
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Term
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Definition
| key accounts, NAMs, SAMs, house account (company owned) |
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