Term
| What is personal selling? |
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Definition
| The two-way flow of communication between buyer & seller, often face-to-face, designed to influence a person's purchase decision. |
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Term
| What is involved in sales management? |
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Definition
| Planning the selling program, implementing & evaluating the personal selling effort of a firm. |
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Term
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Definition
| Processes routine orders or reorders for products that were already sold by the company. |
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Term
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Definition
| Sells in a conventional sense - identifies prospective customers, provides customers with information, persudaes them to buy, closes sales, and follows up on customers' use of a product or service. |
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Term
| What are the 6 stages in the personal selling process? |
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Definition
- Prospecting
- preapproach
- approach
- presentation
- close
- follow-up
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Term
| What is the difference between a lead and a qualified prospect? |
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Definition
A lead is the name of person who may be a possible customer. A qualified prospect is a person who wants the product, can afford it, and is the decision maker.
Once more info is gathered it may turn out that a lead is a qualified prospect. |
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Term
| What are the 3 major presentation formats? |
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Definition
- Stimulus Response Format
- Formula Selling Format
- Need-Satisfaction Format
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Term
| Which presentation format is most sonsistent with the marketing concept? |
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Definition
Need-satisfaction presentation format.
listen to needs & wants of buyer & tailors presentation to buyer - highlights product benefits they need.
consistent with marketing concept & relationship building |
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Term
| What are the 3 types of selling objectives? |
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Definition
- Output related
- input-related
- sales calls, selling expenses
- behavioral-related
- product knowledge, customer service, selling & communication skills
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Term
| What are 3 factors used to structure sales organizations? |
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Definition
- Geography
- customer
- product/service
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Term
| What is emotional intelligence? |
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Definition
| ability to understand your own & other peoples emotions - Very important for adaptive selling |
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Term
| What are the 3 major tasks in implementing a sales plan? |
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Definition
- Salesfore recruitment
- salesforce training
- salesforce motivation & compensation
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