Term
| Often it is better for the_____________ people and __________ people to work together since the sales people have more contact with customers and thus, know what they want and can up sell. |
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Definition
| personal selling, marketing |
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Term
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Definition
| – developing a data base of potential customers |
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Term
| Where are potential customers found? |
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Definition
-Company sales records
-Trade shows
-Commercial databases
-Newspaper announcements
-Public records
-Telephone directories
-Trade association directories
-Customer responses to online ads
-Seminars and meetings targeted particular types of clients |
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Term
| Most sales people prefer to use ________. |
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Definition
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Term
| One ________ is more valuable then _______________ |
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Definition
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Term
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Definition
| – identifying key decision makers, reviewing account histories and problems, contact other clients for information, assessing credit histories and problems, preparing sales presentations, identifying product needs and obtaining relevant literature |
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Term
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Definition
| – the manner in which a salesperson contacts a potential customer |
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Term
| What are the Types of Approaches? |
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Definition
-Referrals
-“Cold Canvass” approach calls customers without their prior consent
-Repeat Contact – when making the contact, the salesperson mentions a previous meeting |
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Term
| What are the Elements of the Personal Selling Process? |
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Definition
-Prospecting
-Preapproach
-Approach
-Making the presentation
-overcoming objections
-closing the sale
-follow up |
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Term
| What is the main type of Closing the Sale? |
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Definition
| Trial Close – asking questions that assume the prospect will buy the product |
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Term
| What are the types of Sales People? |
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Definition
-Order Getters
-Order Takers
-Support Personnel
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Term
| What is an Order Takers? What is the major objective? |
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Definition
– primarily seeks repeat sales, generating the bulk of many firms’ total sales
-o Major objective: to make sure that customers have sufficient product quantities where and when needed |
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Term
| What is the role of the Order Takers? What are the two types? |
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Definition
o The role of order takers is changing to the position being more toward one that identifies and solves problems to better meet the needs of customers
-inside order takers
-outside order takers |
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Term
| What is Support Personnel? What do they engage in? |
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Definition
– facilitate selling but usually are not involved solely with making sales
-Engaged primarily in marketing industrial products, locating prospects, educating customers, building goodwill and providing service after the sale |
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Term
| What are the Types of sales support personnel? |
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Definition
-Missionary
-Trade
-Technical Salespeople |
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Term
| What are Missionary Salespeople |
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Definition
| – usually employed by manufacturers, assist the producer’s customers in selling to their own customers |
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Term
| What are Trade Salespeople? |
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Definition
| – not strictly support personnel, because they usually take orders as well |
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Term
| What do Trade Salespeople do? |
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Definition
-Likely to restock shelves in outlet stores
-Obtain more shelf space
-Set up displays
-Provide in store demonstrations
-Distribute samples |
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Term
| What are Technical Sales People? |
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Definition
| – give technical assistance to the organizations current customers, advising them on product characteristics and applications, system designs and installation procedures |
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Term
| What is Relationship Selling? What is it also called? When is it usually used? |
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Definition
– (consultative selling) involves building mutually beneficial long term associations with a customer through regular communications over prolonged periods of time
-Especially used in B2B marketing |
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Term
| What are the 8 General Areas of Sales Management? |
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Definition
-Establishing sal3s force objectives
-Determining sales force size
-Recruiting and selecting salespeople
-Training sales personnel
-Compensating sales people
-Motivating salespeople
-Managing sales territories
-Controlling and evaluating sales force performance |
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Term
| What should be done when Establishing Sales Force Objectives? |
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Definition
-Should be stated in precise measurable terms, specify the time period and geographic areas involved, and be achievable
-Usually stated in terms of sales volume, market share or profit |
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Term
| What are the Methods for determining force size? |
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Definition
-Determining how many sales calls per year are necessary for the organization to serve customers effectively and then dividing this total by the average number of sales calls a salesperson makes annually
-Based on marginal analysis, in which additional salespeople are added to the sales force until the cost of an additional salesperson equals the additional sales generated by that person |
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Term
| What are the Factors to be considered when figuring out what compensation to give the sales force? |
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Definition
-Salaries of other types of personnel in the firm
-Competitors’ compensation plans
-Costs of sales force turnover
-Nonsalary selling expenses |
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Term
| What are the Factors that go into design of a sales territory size and geographic shape? |
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Definition
-Sales managers must construct territories that allow sales potential to be measured
-Customer density and distribution must be taken into account |
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Term
| What is most important about Routing and scheduling Sales People? What is next most important? After that ? |
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Definition
-Geographic size and shape of a territory are the most important factors.
-Next most important is the number and distribution of customers in the territory
-Next, sales call frequency and duration |
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Term
| Sales managers evaluate many performance indicators such as? |
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Definition
-Average number of calls per day
-Average sales per customer
-Actual sales relative to sales potential
-Number of new customer orders
-Average cost per call
-Average gross profit per customer |
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Term
Sometimes, managers judge performance on things other than sales performance such as:
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Definition
-Personal appearance
-Product knowledge
-Ethical standards |
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Term
| What is Sales Promotion? What does it encompass? |
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Definition
– is an activity or material or both, that acts as a direct inducement, offering added value or incentive for the product, to resellers, salespeople, or consumers
-o Encompasses all promotional activities and materials other than personal selling, advertising, and public relations |
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Term
| Several factors must be considered when deciding what sales promotion to use such as: |
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Definition
-Price
-Size
-Weight
-Costs
-Durability
-Uses
-Features
-Hazards
-How products are distributed
-Number of resellers
-Competitive
-Legal environment |
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Term
| What are the Target market characteristics? |
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Definition
-Age
-Gender
-Income
-Location
-Density
-Usage rate
-Shopping patterns |
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Term
| What are Consumer Sales Promotion Methods? |
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Definition
| – encourage or stimulate consumers to patronize specific retail stores or try particular products |
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Term
| What are the types of Consumer Sales Promotion? |
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Definition
-Coupons
-Cents Off Offers
-Money Refunds
-Rebates
-Frequent User Incentives
-Point of Purchase
--Sniff Teaser
-Free Samples
-Premiums
-Consumer Contest
-Consumer Games
-Sweepstakes |
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Term
| What is the most widely used Consumer Sales Promotion? |
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Definition
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Term
| What are the 3 things to remember about coupons? |
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Definition
-Printed coupons are the most used versus digital ones
-For best results, coupons should be easily recognized and state the offer clearly
-Coupons reward current product users, win bac former users, and encourage purchases in larger quantities |
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Term
| What are Cents-Off Offers? |
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Definition
| – buyers pay a certain amount less than regular price shown on the label or package |
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Term
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Definition
| – consumers submit proof of purchase and are mailed a specific amount of money |
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Term
| What are Point of Purchase materials and Demonstrations (POP)? |
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Definition
| – include outdoor signs, windows displays, counter pieces, display racks, and self service cartons |
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Term
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Definition
| – gives off the products aroma in the store as the consumer walk within the radius of 4 feet |
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Term
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Definition
| – items offered free or at a minimal cost as a bonus for purchasing a product |
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Term
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Definition
| – individuals compete for prizes based primarily on chance (McDonalds game) |
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Term
| What are Trade Sales Promotion Methods? |
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Definition
| – attempt to persuade wholesalers and retailers to carry a producer’s product and market them more aggressively |
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Term
| What are the reasons to do Trade Sales Promotion? |
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Definition
-Countering the effect of lower priced store brands
-Passing along a discount to a price sensitive market segment
-Boosting brand exposure among target consumers
-Providing additional incentives to move excess inventory
-Counteract competitors |
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Term
| What are the methods to Trade Sales Promotion? |
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Definition
-Buying allowances
-Buy back allowances
-Scan back allowances
-Merchandise allowances
-Cooperative advertising
-Dealer listings
-Free merchandise
-Dealer loaders
-Premium or push money
-Sales contests |
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Term
| What is a Buying allowance? |
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Definition
| – a temporary price reduction to resellers for purchasing specified quantities of a product |
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Term
| What is a Buy Back Allowance? |
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Definition
| – a sum of money given to a reseller for each unit bought after an initial promotion deal is over |
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Term
| What is a Scan back allowance? |
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Definition
| – a manufacturer’s reward to retailers based on the number of pieces scanned |
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Term
| What is a Merchandise allowance? |
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Definition
| – a manufacturer’s agreement to pay resellers certain amounts of money for providing special promotional efforts, such as setting up and maintaining a display |
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Term
| What is Cooperative Advertising? |
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Definition
| – an arrangement in which a producer agrees to pay a certain amount of a retailer’s media costs for advertising the producers products |
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Term
| What is a Dealer Listing? |
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Definition
| – advertisements that promote a product and identify the names of participating retailers that sell the product |
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Term
| What is Free Merchandise? |
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Definition
| – a producer’s reward given to resellers that purchase a stated quantity of products |
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Term
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Definition
| – a gift often part of a display, given to a retailer that purchase3ed a specified quantity of merchandise |
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Term
| What is Premium money (push money)? |
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Definition
| – extra compensation to salespeople for pushing a line of goods |
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Term
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Definition
| – a sales promotion method used to motivate distributors, retailers and sales personnel through recognition of outstanding achievements |
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