Term
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Definition
| an individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information gathering |
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Term
| sales force management (see pg. 489) |
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Definition
| he analysis, planning, implementation and control of sales force activities. it includes setting and designing sales force strategy; and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople |
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Term
| territorial sales force structure |
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Definition
| a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line |
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Term
| product sales force structure |
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Definition
| a sales force organization under which salespeople specialize in selling only a portion of the company's products or lines |
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Term
| customer sales force structure |
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Definition
| a sales force organization under which salespeople specialize in selling on certain customers or industries |
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Term
| outside sales force (aka field sales force) |
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Definition
| outside salespeople travel to call on customers |
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Term
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Definition
| inside salespeople who conduct business from their offices via telephone or visits from prospective buyers |
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Term
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Definition
| using teams of people from sales, marketing, engineering, finance, tech 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 salesperson should sell and how sales should be divided among the company's products |
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Term
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Definition
| the steps that the salesperson follows when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up (see pg. 501 fig. 16.3) |
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Term
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Definition
| identify qualified potential customers |
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Term
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Definition
| salesperson learns as much as possible about a prospective customer before making a sales call |
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Term
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Definition
| salesperson meets the customer for the first time (listen!) |
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Term
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Definition
| salesperson tells product story to the buyer, highlighting benefits |
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Term
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Definition
| salesperson seeks out, clarifies, and overcomes customer objections to buying |
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Term
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Definition
| salesperson asks customer for an order |
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Term
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Definition
| the last step, salesperson follows up about the sale to ensure customer satisfaction and repeat business |
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Term
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Definition
| direct communications with carefully targeted individual customers |
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Term
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Definition
| an organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data |
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Term
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Definition
| using the phone to sell directly to customers |
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Term
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Definition
| sending an offer, announcement, reminder, or other item to a person at a particular address |
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Term
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Definition
| direct marketing through print, video, or electronic catalogs that are mailed to select customers, made available in stores, or presented |
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Term
| direct-response television marketing |
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Definition
| direct marketing via television, including DIRECT-RESPONSE TV ADVERTISING or INFOMERCIALS and HOME SHOPPING CHANNELS |
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Term
| integrated direct marketing (fig 16.5 pg. 516) |
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Definition
| direct-marketing campaigns that use multiple vehicles and multiple stages to improve response rates and profits |
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