Term
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Definition
| slaes philosphy and process that emphasizes a commitment to maintaining the relationship over the long term and investing in opportunities that are mutually beneficial to all parties |
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Term
| Categories of Sales People |
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Definition
Order Receivers
Order Sellers
Support Sales |
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Term
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Definition
identify customer
point out need
take order
primarily where needs are easily identifiable and acknowledged |
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Term
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Definition
Relationship Selling/ consultative selling
must show customer value in product
acts as problem solvers or consultants |
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Term
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Definition
not responsible for closing sales
indirect selling to purchasers or influencers
may provide technical assistance |
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Term
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Definition
1) Prospecting
2) Preapproach
3) Presentation
4) Closing the Sale
5) Follow-up |
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Term
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Definition
| generating and qualifying leads |
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Term
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Definition
| stimulus response and need satisfaction |
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Term
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Definition
| designed to reduce cognitive dissonance |
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Term
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Definition
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Term
| Increases of Cognitive Dissonance |
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Definition
important decision
each alternative has pros and cons
significant differences in alternatives
free will choice |
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Term
| Decreases of Cognitive Dissonance |
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Definition
revoking or reversing decision
reevaluating the attractiveness of alternatives
downgrading the importance of the decision |
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