16. Personal Selling and Sales Promotion Flashcards Preview

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Flashcards in 16. Personal Selling and Sales Promotion Deck (24)
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0
Q

An individual representing a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering and relationship building

A

Salesperson

1
Q

Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships

A

Personal selling

2
Q

Analysis, planning, implementation and control of sales force activities

Major steps include: designing sales force strategy and structure, recruiting and selecting salespeople, and training, compensating, supervising and evaluating them

A

Sales force management

3
Q

A sales force organisation that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company’s full line

A

Territorial sales force structure

4
Q

A sales force organisation under which salespeople specialise in selling only a portion of the company’s products or lines

A

Product sales force structure

5
Q

A sales force organisation under which salespeople specialise in selling only to certain customer or industries

A

Customer (or market) sales force structure

6
Q

Salespeople who travel to call on customers in the field

A

Outside sales force (or field sales force)

7
Q

Salespeople who conduct business from their offices via telephone, the Internet or visits from prospective buyers

A

Inside sales force

8
Q

Using teams of people from sales, marketing, engineering, finance, technical support and even upper management to service large, complex accounts

A

Team selling

9
Q

The merging of innovative sales practices with Web 2.0 technologies to improve sales force effectiveness and efficiency

A

Sales 2.0

10
Q

A standard that states the amount a salesperson should sell and how sales should be divided among the company’s products

A

Sales quota

11
Q

The steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing and follow-up

A

Selling process

12
Q

A salesperson or company identifies qualified potential customers

A

Prospecting

13
Q

A salesperson learns as much as possible about a prospective customer before making a sales call

A

Preapproach

14
Q

A salesperson meets the customer for the first time

A

Approach

15
Q

The step in the selling process in which the salesperson tells the ‘product story’ to the buyer, highlighting customer benefits

A

Presentation (a step of the selling process)

16
Q

A salesperson seeks out, clarifies and overcomes any customer objections to buying

A

Handling objections

17
Q

A salesperson asks the customer for an order

A

Closing

18
Q

A salesperson follows up after the sale to ensure customer satisfaction and repeat business

A

Follow-up

19
Q

Short-term incentives to encourage the purchase or sale of a product or service

A

Sales promotion

20
Q

Sales promotion tools used to urge short-term customer buying or to enhance long-term customer relationships

A

Consumer promotion tools

21
Q

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others

A

Event marketing (or event sponsorships)

22
Q

Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising and push it to consumers

A

Trade promotion tools

23
Q

Sales promotion tools used to generate business leads stimulate purchases, reward customers and motivate salespeople

A

Business promotion tools