Term
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Definition
| Personal presentations by the firm’s sales force for the purpose of making sales and building customer relationships. p 462 |
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Term
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Definition
| An individual who represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building. p 463 |
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Term
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Definition
| Analyzing, planning, implementing, and controlling sales force activities. p 464 |
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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. p 465 |
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Term
| Product sales force structure |
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Definition
| A sales force organization in which salespeople specialize in selling only a portion of the company’s products or lines. p 465 |
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Term
| Customer (or market) sales force structure |
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Definition
| A sales force organization in which salespeople specialize in selling only to certain customers or industries. p 465 |
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Term
| Outside sales force (or field sales force) |
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Definition
| Salespeople who travel to call on customers in the field. p 466 |
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Term
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Definition
| Salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers. p 466 |
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Term
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Definition
| Using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts. p 467 |
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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. p 474 |
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Term
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Definition
| The steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up. p 475 |
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Term
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Definition
| The sales step in which a salesperson or company identifies qualified potential customers. p 475 |
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Term
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Definition
| The sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call. p 476 |
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Term
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Definition
| The sales step in which a salesperson meets the customer for the first time. p 476 |
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Term
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Definition
| The sales step in which a salesperson tells the “value story” to the buyer, showing how the company’s offer solves the customer’s problems. p 476 |
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Term
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Definition
| The sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying. p 477 |
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Term
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Definition
| The sales step in which a salesperson asks the customer for an order. p 476 |
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Term
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Definition
| The sales step in which a salesperson follows up after the sale to ensure customer satisfaction and repeat business. p 477 |
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Term
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Definition
| Short- term incentives to encourage the purchase or sales of a product or a service. p 479 |
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Term
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Definition
| Sales promotion tools used to boost short- term customer buying and involvement or enhance long- term customer relationships. p 481 |
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Term
| Event marketing (or event sponsorships) |
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Definition
| Creating a brand- marketing event or serving as a sole or participating sponsor of events created by others. p 482 |
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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. p 483 |
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Term
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Definition
| Sales promotion tools used to generate business leads, stimulate purchases, reward customers, and motivate salespeople. p 483 |
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