Term
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Definition
| order-getting, order-taking, and supporting |
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Term
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Definition
| those concerned with establishing relationships with new customers and developing new business |
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Term
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Definition
| seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea. |
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Term
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Definition
| sell to the regular or established customers, somplete most sales transactions, and maintain relationships with their customers. |
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Term
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Definition
| the routine completion of sales made regularly to target customers |
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Term
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Definition
| Those who help the order-oriented salespeople, but they don't try to get orders themselves. |
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Term
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Definition
| supporting salespeople who work for producers-calling on intermediaries and their customers. |
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Term
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Definition
| supporting salespeople who provide technical assistance to order-oriented salespeople. |
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Term
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Definition
| those who work with customers to resolve problems that arise with a purchase, usually after the purchase has been made. |
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Term
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Definition
| when different people work together on a specific account. |
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Term
| major accounts sales force |
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Definition
| a selling force that sells directly to large accounts. |
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Term
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Definition
| using the telephone to "call" on customers or prospects. |
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Term
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Definition
| a geographic area that is the responsibility of one salesperson or several working together. |
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Term
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Definition
| a written statement of what a salesperson is expected to do. |
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Term
| minimal company sales training program |
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Definition
| (1) company policies and practices (2) product information (3) building relationships with customer firms (4) professional selling skills |
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Term
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Definition
| the specific sales or profit objective a salesperson is expected to achieve |
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Term
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Definition
| following all the leads in the target market to identify potential customers |
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Term
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Definition
| a salesperson's effort to make a sale or address a customer's problem |
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Term
| prepared sales presentation approach |
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Definition
| an approach that uses a memorized presentation that is not adapted to each individual customer |
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Term
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Definition
| the salesperson's request for an order |
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Term
| consultative selling approach |
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Definition
| an approach that involves developing a good understanding of the individual customer's needs before trying to close the sale. |
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Term
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Definition
| an approach that starts with a prepared presentation outline-much like the prepared approach-and leads the customer through some logical steps to a final close. |
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