Term
|
Definition
| order-getting, order-taking and supporting; may be done by different people or all done by the same person |
|
|
Term
|
Definition
| establish relationships with new customers and develop new business; seek possible buyers with a well-rganized sales presentationdesigned to sell a good, service or idea; sell concepts and ideas, not just physical products; sell heterogeneous shopping products ex: Agent middlemen |
|
|
Term
|
Definition
| sell to the regular/etablished customers, complete most sales transactions and maintain relationships with their customers; the routine completion of sales made regularly to target customers; important not to jeopardize relationship with customer in this stage |
|
|
Term
|
Definition
| help the order-oriented salespeople, but don't try to get orders themselves |
|
|
Term
|
Definition
| supporting salespeople who work for producers by calling their middlemen and their customers; sometimes called merchanidisers or detailers |
|
|
Term
|
Definition
| supporting salespeople who provide technical assistance to order-oriented salespeople |
|
|
Term
|
Definition
| work with customerss to resolve problems that arise with a purchase, usually after the purchase has been made; the salespeople who promote a customer's next purchas by being sure that the customer is satisfied with a previous purchase |
|
|
Term
|
Definition
| the service that is required to solve a problem that a customer encounters with a purchase |
|
|
Term
|
Definition
| different people work together on a specific account; sometimes members are not from the sales department |
|
|
Term
| Major Accounts Sales Force |
|
Definition
| sells directly to large accounts (like Lowe's) that carry plumbing fixtures ex: Procter and Gamble selling to wal-mart |
|
|
Term
|
Definition
| using the telephone to call on customers or prospects; saves time and money for the seller, and gives cutomers a fast and easy way to solve a purchasing problem |
|
|
Term
|
Definition
| a geographic area that is the responsiblity of one salesperson or several working together; assigning territories can reduce confusion about who has repsonsibility for a set of sales tasks |
|
|
Term
|
Definition
| a written statement of what a salesperson is expected to do |
|
|
Term
| Important requirements of a company's sales training program |
|
Definition
| 1. company policies and practicies 2. product information 3. building relationships with customer firms 4. professional selling skills |
|
|
Term
|
Definition
| the specific sales or profit objective a salesperson is expected to achieve |
|
|
Term
|
Definition
| involves following all the leads in the target markte to identify potential customers; sales person may need to do some "detecitive work" to find the real purchase decision makers |
|
|
Term
|
Definition
| a salesperson's effort to make a sale or address a customer's problem; 3 types: prepared sales presentation, consultative selling approach, or a combination of the two |
|
|
Term
|
Definition
| the salesperson's request for an order |
|
|
Term
| prepared sales presentation |
|
Definition
| approach uses a memorized presentation that is not adapted to each individual customer |
|
|
Term
| consultative selling approach |
|
Definition
| developing a good understanding of the individual customer's needs before trying to close the sale; salesperson ask questions and listens carefully to the customer's needs |
|
|
Term
|
Definition
| starts with a prepared presentation outline (like the prepared approach) and then leads the customer through some logical steps to a final close |
|
|
