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Definition
| the total benefit that the seller's products & services provide to the buyer (customer value proposition) |
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| a person-to person business activity in which a salesperson uncovers and satisfies the needs of a buyer to the mutual long-term benefits of both parties |
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Definition
| client relationship manager, account team manager, vendor and channel manager, info provider to their firm |
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Definition
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| what is a hunter? farmer? |
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Definition
hunter-just makes a sale
farmer-cultivates a relationship |
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Definition
| customer relationship mgmt. |
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| all things being equal people will buy from people they know, all things being not so equal, people will still buy from people they know. |
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| a set of people & organizations responsible for the flow of products and services from the producer to the ultimate user. |
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| characteristics of successful salespeople |
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Definition
| self-motivated, dependability and trustworthiness, ethical sales behavior, customer and product knowledge, ability to use info technology |
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Definition
| the ability to effectively understand and regulate one's own emotions & to read & respond to the emotions of others |
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Term
| are salespeople born or made? |
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Definition
| made; companies spend billions of dollars each year on training |
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Definition
| independence and responsibility; financial rewards, mgmt opportunities |
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Term
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Definition
| be careful what you ask for, you just may get it. |
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