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
| the 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 don't try to get orders themselves |
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Term
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Definition
| supporting salespeople who work for producers - calling on intermediaries and their customers |
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Term
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Definition
| supporting salespeople who provide technical assistance to order-oriented salespeople |
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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
| when different people work together on a specific account |
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Term
| Major Accounts Sales Force |
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Definition
| sells directly to large accounts |
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Term
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Definition
| using the telephone to "call" on customers or prospects |
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Term
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Definition
| a geographic area that is the responsibility of one salesperson or several working together |
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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
| involves following all the leads in the target market to identify potential 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 that uses a memorized presentation that is not adapted to each individual customer |
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Term
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Definition
| the salesperson's request for an order |
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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
| starts with a prepared presentation outline and leads teh customer through some logical steps to a final close |
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