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Definition
| fee paid to put product on retailer shelf |
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| incentive to get retailers to support product |
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| discount for items purchased during particular period of time |
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| manufacturer and retailer work together on an advertisement that is mutually beneficial |
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| industry level, buyers, and sellers come together |
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| branded items companies give away for free (stress balls, pens) |
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| point of purchase display |
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Definition
| provide all info at the time of decision (very simple or elaborate) |
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Definition
| aimed at a company's own sales force |
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| used to motivate sales force to sell a particular product |
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Definition
| any direct communication to a consumer or business recipient designed to generate a response |
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Definition
order
request for more info
visiting business |
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Term
| 4 forms of direct marketing INSERT GRAPH |
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Definition
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Definition
catalog-2/3 order from them
direct mail |
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Definition
| more effective ofr business custoers because they have to pick up the phone |
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Definition
| short commercials, infomercials, and home shopping channels |
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Definition
| promotional and other e-commerce activities transmitted over mobile devices |
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Definition
| more expensive on a cost per contact basis |
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| 6 types of sales jobs INSERTGRAPHHERE |
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Definition
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Definition
| waits for customer to initiate transaction |
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Definition
| assist or support the selling effort |
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Definition
| stimulate clienty to buy (pharm drug rep) |
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Definition
| broad term for someone who creates new customers |
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Definition
| directly responsible for particlar client |
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Definition
| cross functional team brings in experts from different areas to sell product |
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Definition
high pressure
form of personal selling that focuses on making an immediate sale, very little concern for relationship |
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Term
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Definition
process of building long term customers by developing mutually satisfying relationships
1. secure
2. develop
3. maintain |
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Term
| 7 steps in creative selling process INSERTGRAPHERE |
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Definition
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Term
| Step 1: Prospect and qualify |
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Definition
prospect-develop list of potential customers
qualify-determine how likely a lead will become customer |
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Term
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Definition
| do research before interview or meeting |
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Definition
| contact the prospect and find common ground |
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Term
| Step 4: Sales presentation |
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Definition
| laying out benefits and added value of a firms product/service |
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| Step 5: handle objections |
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Definition
| anticipate why a prospect is reluctant to make a commitment and responding with additional information o persuzusive argyments |
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Definition
last objection close-ask if they're ready to buy and address concerns
assumptive close-act as if purchase is inevitable (what color do you want?)
standing room only-lose opportunity of you don't act today |
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Definition
| arrange for delivery and payment |
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Term
| 4 steps of salesforce management INSERTGRPAHIC HERE |
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Definition
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| Step 2: sales force strategy |
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Definition
| establish size of force find those who specialize, |
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Definition
| percentage of sales (does not encourage non selling activities) |
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| commission with draw plan |
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Definition
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| commission plus base plan |
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Definition
| small salary in addition to percentage of sales |
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Definition
| paid set amount regardless of performance |
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Definition
| paid salary but receive bonuses when exceeding certain levels |
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