Shared Flashcard Set

Details

Marketing Management Ch 15
Basic Marketing Chapter 15 Vocab
22
Marketing
Undergraduate 3
04/09/2012

Additional Marketing Flashcards

 


 

Cards

Term
Basic sales tasks
Definition
order-getting, order-taking, and supporting
Term
Order getters
Definition
those concerned with establishing relationships with new customers and developing new business
Term
Order getting
Definition
seeking possible buyers with a well-organized sales presentation designed to sell a good, service, or idea.
Term
Order takers
Definition
sell to the regular or established customers, somplete most sales transactions, and maintain relationships with their customers.
Term
Order-taking
Definition
the routine completion of sales made regularly to target customers
Term
Supporting salespeople
Definition
Those who help the order-oriented salespeople, but they don't try to get orders themselves.
Term
Missionary salespeople
Definition
supporting salespeople who work for producers-calling on intermediaries and their customers.
Term
Technical specialists
Definition
supporting salespeople who provide technical assistance to order-oriented salespeople.
Term
Customer service reps
Definition
those who work with customers to resolve problems that arise with a purchase, usually after the purchase has been made.
Term
team selling
Definition
when different people work together on a specific account.
Term
major accounts sales force
Definition
a selling force that sells directly to large accounts.
Term
telemarketing
Definition
using the telephone to "call" on customers or prospects.
Term
sales territory
Definition
a geographic area that is the responsibility of one salesperson or several working together.
Term
job description
Definition
a written statement of what a salesperson is expected to do.
Term
minimal company sales training program
Definition
(1) company policies and practices (2) product information (3) building relationships with customer firms (4) professional selling skills
Term
sales quota
Definition
the specific sales or profit objective a salesperson is expected to achieve
Term
prospecting
Definition
following all the leads in the target market to identify potential customers
Term
sales presentation
Definition
a salesperson's effort to make a sale or address a customer's problem
Term
prepared sales presentation approach
Definition
an approach that uses a memorized presentation that is not adapted to each individual customer
Term
close
Definition
the salesperson's request for an order
Term
consultative selling approach
Definition
an approach that involves developing a good understanding of the individual customer's needs before trying to close the sale.
Term
selling formula approach
Definition
an approach that starts with a prepared presentation outline-much like the prepared approach-and leads the customer through some logical steps to a final close.
Supporting users have an ad free experience!