Term
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Definition
| two way communication between buyer and seller, often face-to-face |
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Term
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Definition
| involves planning selling program, implementation and evaluation |
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Term
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Definition
| building ties with customer based on salesperson's attention and commitment to buyers needs over time |
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Term
| partnership selling or enterprise selling |
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Definition
| buyers and sellers combine their expertise to create customized solutions |
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Term
| types of personal sellers |
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Definition
order taker
order getter
customer sales support personnel |
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Term
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Definition
| seller employees a team of salespeople who sell to and service major customers |
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Term
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Definition
1. prospecting
2.preapproach
3.approach
4.presentation
5.close
6.follow-up |
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Term
| stimulus-response presentation |
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Definition
| assumes that given the appropriate stimulus by salesperson, the prospect will buy; also suggestive selling "would you like dessert?" |
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Term
| formula selling presenation |
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Definition
| format based on the view that information must be provided in an accurate, thorough and step-by-step manner to inform the prospect; also canned sales presentation - standardized, memorized message |
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Term
| need-satisfaction presentation |
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Definition
| emphasizes probing and listening to the prospect to identify needs and interests |
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Term
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Definition
| adjust presentation to fit the selling situation |
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Term
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Definition
| focuses on problem identification, where salesperson acts as an expert on problem recognition and resolution |
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Term
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Definition
| what is to be achieved and where and how the selling effort of salespeople is to be deployed; necessary to set objectives, organize salesforce and develop account management policies |
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Term
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Definition
| use of a team to focus on important customers |
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Term
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Definition
| method to determine the size of the salesforce according to the desired number of customers served, cold calls, call lengths and available selling time |
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Term
| account management policies |
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Definition
| specify whom sales people should contact, what kind of selling and customer service activities should be engaged in, and how these activities should be carried out |
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Term
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Definition
| ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis |
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Term
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Definition
| contains specific goals assigned to a salesperson, sales team, etc for a specific time period |
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Term
| salesforce automation (SFA) |
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Definition
| use of technologies to make sales function more effective and efficicient |
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