Term
|
Definition
Promotional presentation involving outbound telephone contacts by salespeople or inbound contacts by
customers who want to obtain information and place orders. |
|
|
Term
|
Definition
Sales manager's activities to link the sales force to other elements of an organization's internal and
external environments |
|
|
Term
|
Definition
| Indirect selling in which specialized salespeople promote the firm's goodwill among indirect customers,often by assisting in product use. |
|
|
Term
|
Definition
| Personal selling conducted in retail and in some wholesale locations in which customers come to the seller's place of business. |
|
|
Term
|
Definition
| The theory that motivation depends on an individual’s expectations of his or her ability to perform a job and how that performance relates to obtaining a desired reward |
|
|
Term
|
Definition
| Meeting customer needs by listening to them, understanding – and caring about – their problems, paying attention to details, and following through after the sale. |
|
|
Term
|
Definition
| Personal selling situations in which buyers must undertake considerable analytical decision making,creating a need for skillful vendor proposals of solutions for customer needs. |
|
|
Term
|
Definition
Interpersonal influence process involving a seller's promotional presentation conducted face-to-face
with a buyer |
|
|
Term
|
Definition
| Performing field selling functions but avoiding travel expenses by relying on phone, mail, and electronic commerce to provide sales and product service for customers on a continuing basis. |
|
|
Term
|
Definition
Level of expected sales for a territory, product, customer, or salesperson against which evaluations
compare actual results. |
|
|
Term
| national accounts organization |
|
Definition
| Organization scheme that assigns sales teams to a firm's largest accounts. |
|
|
Term
|
Definition
| Selling, mostly at wholesale and retail levels, that involves identifying customer needs, pointing them out to customers, and completing orders. |
|
|
Term
| sales force automation (SFA) |
|
Definition
| Application of computer and other technologies to improve the efficiency and competitiveness of the sales function |
|
|
Term
|
Definition
| Regular contacts over an extended period to establish a sustained buyer-seller relationship |
|
|
Term
|
Definition
| Combination of salespeople with specialists from other functional areas to promote a product |
|
|
Term
|
Definition
| Face-to-face sales presentations made at prospective customers' homes or places of business |
|
|
