Term
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Definition
| Personal presentation by the firm's sales force for the purpose of making sales and building customer relationships. |
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Term
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Definition
| An individual representing a company to customers by performing or or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building |
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Definition
| The analysis, planning, implementation, and control of sales force activities. It includes designing sales force strategy and structure and recruiting, selecting, training, supervising, compensating, and evaluating the firm's sales people |
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Term
| Territorial Sales Force Structure |
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Definition
| A sales force organization that assigns each sales person to an exclusive geographic territory in which the sales person sells the company's full line. |
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| Product Sales Force Structure |
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Definition
| A sales force organization under which sales people specialize in selling only a portion of the company's products or lines |
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| Customer Sales Force Structure |
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Definition
| A sales force organization under which sales people specialize in selling only to certain customer or industries. |
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Term
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Definition
| Inside Sales people who conduct business from their offices via telephone, the internet, or visits from perspective buyers |
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Definition
| Outside sales people who travel to call on customers in the fireld |
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Definition
| Using teams of people to form sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts. |
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Term
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Definition
| A standard that states the amount a sales person should sell and how sales should be divided among the company's products |
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Definition
| The steps that the sales person follows when selling, which include prospecting and qualifying, pre-approach, approach, presentation, and demonstration, handling objections, closing, and follow-up. |
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Term
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Definition
| The step in the selling process in which the sales person or company identifies qualified potential customers. |
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Term
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Definition
| The step in the selling process in which the sales person sells as much as possible about a prospective customer before making a sales call. |
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Definition
| The step in the selling process in which the sales person meets the customer for the first time |
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Definition
| The step in the selling process in which the sales person tells the "value story" to the buyer, showing how the company's offer solves the customer's problems. |
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Definition
| The step in the selling process in which the sales person seeking out, clarifies, and overcomes customer objections to buying. |
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Definition
| The step in the selling process in which the sales person asks the customer for an order. |
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Definition
| The last step in the selling process in which the sales person follows-up to ensure customer satisfaction and repeat business. |
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Term
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Definition
| Short-term incentives to encourage the purchase or sale of a product or service. |
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Term
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Definition
| Sales promotion tools used to boost short-term customer buying and involvement or to enhance long-term customer relationships. |
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Term
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Definition
| Creating a brand marketing event or serving as a sole or participating sponsor of events created by others. |
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Term
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Definition
| Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers. |
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Term
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Definition
| Sales promotion tools used to generate business leads, stimulate purchases, reward customers, and motivate sales people. |
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