Term
|
Definition
| Personal Communication of information to UNSELFISHLY persuade a prospective customer to buy |
|
|
Term
| The golden rule of selling |
|
Definition
| The sales philosophy referring to treating others as you would like to be treated |
|
|
Term
| What do sales people sell |
|
Definition
themselves - to succeed
their employer - to generate revenue
a product - to help the customer's needs |
|
|
Term
|
Definition
| the upward sequence of jobs in a sales career. |
|
|
Term
| What does it take to be successful in selling |
|
Definition
love success selling - love of selling
s-service to others
u-use of golden rule
c-communication abilities
c-personal characteristics
e-excels at strategic thinking
s-sales knowledge
s-stamina for the job |
|
|
Term
|
Definition
| build long term relationships with clients |
|
|
Term
|
Definition
analyze-customer needs
benefit-present product benefits
commitment-gain commitment
service excellent service |
|
|
Term
|
Definition
| study the art and science then go into the field |
|
|
Term
|
Definition
| cognitive ability so see the selling process |
|
|
Term
|
Definition
| the sellers ability to work with and through other people |
|
|
Term
|
Definition
| is the understanding of and proficiency in the performance of specific tasks |
|
|
Term
|
Definition
| its easier to keep an old customer than find a new one |
|
|
Term
|
Definition
| when sales people use technology to better do there jobs |
|
|
Term
| great harvest law of sales |
|
Definition
| you reap what you sow - if you follow the golden rule people will treat you in that way. |
|
|
Term
|
Definition
price
product
place
promotion |
|
|
Term
|
Definition
| helping the customer receive strategic short-and long term goals through the use of the sellers good/and or service |
|
|
Term
|
Definition
| the difference between the buyers and sellers post sale level of concern for each other |
|
|
Term
| discretionary responsibility |
|
Definition
| a companies voluntary desire to make social contributions to society |
|
|
Term
| levels of moral development |
|
Definition
level3 - what is right?
level2 - what does the law require
level1 - what can i get away with |
|
|
Term
|
Definition
| taking on a second job or going to school on the clock |
|
|
Term
|
Definition
| taking company records to a new position such as customer lists |
|
|
Term
|
Definition
| a companies formal statement of values |
|
|
Term
|
Definition
| honest without compromise |
|
|
