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16 Cards in this Set
- Front
- Back
consultative selling
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Meeting customer needs by listening to them, understanding their problems, paying attention to details, and following through after the sale.
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creative selling
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Personal selling that involves situations in which a considerable degree of analytical decision making on the buyer’s part results in the need for skillful proposals of solutions for the customer’s needs.
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field selling
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Sales presentations made at prospective customers’ locations on a face-to-face basis.
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inside selling
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Selling by phone, mail, and electronic commerce.
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missionary selling
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Indirect type of selling in which specialized salespeople promote the firm’s goodwill among indirect customers, often by assisting customers in product use.
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order processing
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Selling, mostly at the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers, and completing orders.
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over-the-counter selling
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Personal selling conducted in retail and some wholesale locations in which customers come to the seller’s place of business.
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personal selling
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Interpersonal influence process involving a seller’s promotional presentation conducted on a person-to-person basis with the buyer.
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point-of-purchase (POP) advertising
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Display or other promotion placed near the site of the actual buying decision.
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relationship selling
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Regular contacts between sales representatives and customers over an extended period to establish a sustained seller–buyer relationship.
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sales force automation (SFA)
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Applications of computer and other technologies to make the sales function more efficient and competitive.
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sales promotion
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Marketing activities other than personal selling, advertising, and publicity that enhance consumer purchasing and dealer effectiveness.
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specialty advertising
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Sales promotion technique that places the advertiser’s name, address, and advertising message on useful articles that are then distributed to target consumers.
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team selling
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Selling situation in which several sales associates or other members of the organization are recruited to assist the lead sales representative in reaching all those who influence the purchase decision.
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telemarketing
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Promotional presentation involving the use of the telephone on an outbound basis by salespeople or on an inbound basis by customers who initiate calls to obtain information and place orders.
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trade promotion
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Sales promotion that appeals to marketing intermediaries rather than to consumers.
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