Term
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Definition
| the trait of having imagination and inventiveness and using it to come up with new solutions and ideas |
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Definition
| process of making the customer the center of everything that the selling firm does |
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| customer relationship management (CRM) |
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Definition
| a system to organize information about customers, their needs, company information, and sales information |
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Definition
| set of people and organizations responsible for the flow of products and service from the producer to the ultimate user |
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Definition
| the ability to effectively understand and use your own emotions and those of people with whom you interact |
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Definition
| salespeople who spend considerable time in the customer's place of business, communicating with the customer face to face |
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Definition
| the various options that firms have to sell their product. ex: internet, franchises, agents, field salespeople |
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Definition
| salespeople who work at their employer's location and interact with customers by telephone or letter |
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Term
| integrated marketing communications |
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Definition
| coordinated communications programs that exploit the strengths of various communication vehicles to maximize the total impact of customers |
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Term
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Definition
| the sum of the customer's purchases over its entire life |
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Term
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Definition
| independent businesspeople who are pain a commission by a manufacturer for all products and services the agent sells |
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Term
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Definition
| salespeople who work for a manufacturer and promote the manufacturer's products to other firms. Those firms buy products from distributors or other manufacturers, not directly from the salesperson's firm |
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Term
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Definition
| the process of a firm using various go-to-market strategies at the same time |
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Term
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Definition
| interpersonal communication process in which a seller uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties |
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Term
| sales-force intensive organization |
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Definition
| firms whose go-to-market strategy relies heavily on salespeople |
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Term
| six sigma selling programs |
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Definition
| programs designed to reduce errors introduced by the selling system |
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Term
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Definition
| salespeople who sell to firms that resell the products rather than using them within their own firms |
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Term
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Definition
| a phrase that highlights the fact that customers expect a selling firm to be available 24 hours a day, 7 days a week |
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Term
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Definition
| the total benefit that the seller's products and services provide to the buyer |
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Term
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Definition
| a written statement that clearly states how purchasing your product or service can help add shareholder value |
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