Mktg 2

Front 1

What is personal selling

Back 1

Personal selling is the process of a seller’s person to person promotional presentation to buyer.

Geographically concentrated and low # of consumers, expensive complex custom made product often involving trade ins, high price, short channels.

Or car sales person

Front 2

What is the main focus of today’s sales people?

Back 2

The main focus of today’s sales people is to build long-lasting relationships with customers.

Front 3

What is over the counter selling?

Back 3

Over the counter selling describes selling in retail and some wholesale locations. Most of these transactions take place directly with customers

Front 4

What is field selling?

Back 4

Field selling involves making sales calls on prospective and existing customers at their businesses or homes

Front 5

Distinguish between outbound and inbound telemarketing.

Back 5

Outbound telemarking takes place when a salesperson phones customers;

Inbound telemarketing takes place when customers call the selling firm

Front 6

Network marketing

Back 6

Personal selling that relies on lists of family members and friends of a sales person who organizes gatherings of potential customers for an in-home presentation of selected products

Front 7

Telemarketing

Back 7

Promotional presentation involving the use of the telephone on an outbound basis by salespeople or on a inbound basis by customers who initiate calls to obtain info and place orders

Front 8

Inside selling

Back 8

Selling by phone, mail, and electronic commerce

Front 9

Identify the three major personal selling approaches.

Back 9

The three major personal selling approaches are relationship selling, consultative selling and team selling

Front 10

Distinguish between relationship selling and consultative selling.

Back 10

Relationship selling is a technique for building a mutually beneficial partnership with a customer.

Consultative selling involves meeting customers needs by listening to, understanding, and paying attention to their problems then following up after a sale

Front 11

Cross-selling

Back 11

Selling multiple often related goods and services to the same customer based on knowledge of that customers needs

Front 12

Team selling

Back 12

Selling situation in which several sales associates or other members of the organization are employed to help the lead sales representative reach all those who influence the purchase decision

Front 13

Virtual sales team

Back 13

Network of strategic partners, suppliers, and others who recommend a firm’s goods or services

Front 14

What are the three major tasks performed by sales people?

Back 14

The three major tasks are order processing, creative selling and team selling

Front 15

What are the three steps of order processing

Back 15

The three steps of order processing are identifying customer needs, pointing out the need to the customer and completing the order

Front 16

Order processing

Back 16

Selling, mostly at the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers and completing orders

Front 17

Creative selling

Back 17

Personal selling in which salespeople use well-planned strategies to seek new customers by proposing innovative solutions to customers’ needs

Front 18

Missionary selling

Back 18

Indirect selling method in which salespeople promote goodwill for their firm by educating customers and providing technical or operational assistance

Front 19

Sales incentives

Back 19

Programs that reward salespeople for superior performance

Front 20

Identify the seven steps of the sales process

Back 20

The seven steps of the sales process are prospecting and qualifying, approach, presentation, demonstration, handling objections, closing and follow up

Front 21

What are the basic functions performed by a sales manager?

Back 21

The seven basic functions of a sales manager are recruitment and selection , training , organization, supervision, motivation, compensation and evaluation and control.

Front 22

Define spam control

Back 22

Span control refers to the number of sales representatives who report to first- level sales managers

Front 23

What are the three main questions a sales manager must address as a part of a salesperson’s evaluation

Back 23

The three main questions a sales manager must address are the following: where does each sales person’s performance rank relative to predetermined standards? What are the salesperson’s strong points? Weak points?

Front 24

Why is it important for salespeople to maintain ethical behavior?

Back 24

Salespeople need to maintain ethical behavior because it is vital to their firm’s relationships which customers and because they represent their company. A breach of ethics could also be detrimental to an individuals career

Front 25

What are the characteristics of companies that foster corporate cultures that encourage ethical behavior?

Back 25

Characteristics of corporations fostering ethical behavior include the following: open communication, employees who understand what is expected of them, and managers who lead by example

Front 26

National accounts organization

Back 26

Promotional effort in which a dedicated sales team is assigned major customers to provide sales and service needs

Front 27

Span of control

Back 27

Number of representatives the report to first level sales manager

Front 28

Sales quotas

Back 28

Level of expected sales or a territory product customer or sales person against which actual results are compared

Front 29

Expectancy theory

Back 29

Theory that motivation depends on an individuals expectation of his or her ability to perform a job and how that performance relates to attaining a desired reward

Front 30

Commission

Back 30

Incentive compensation directly related to the sales or profits achieved by a sales person

Front 31

Salary

Back 31

Fixed compensation payment made periodically to an employee