MRKT 341 FINAL vocab

MRKT 341 FINAL vocab - MRKT 341 FINAL CH 13 Approach - the...

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MRKT 341 FINAL CH 13 Approach - the step in the selling process in which the salesperson learns meets the customer for the first time. Business promotions - sales promotion tools used to generate business leads, stimulate purchases, reward customers, and motivate salespeople Closing - the step in the selling process in which the salesperson ask the customer for an order Consumer promotions - sales promotion tools used to boost short-term customer buying an involvement or to enhance long-term customer relationship Customer sales force structure - a sales force organization under which salespeople specialize in selling only to certain customers or industries Event marketing - creating a brand marketing event or serving as a sole or participating sponsor of events created by others Follow-up - the last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business. Handling objection - the step in the selling process in which the salesperson seeks out, clarifies, and overcome customer objections to buying Inside sales force - inside salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers. Outside sales force (or field sales force) - outside salespeople who travel to call on customers in the field Personal selling - personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships Pre-approach - the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call Presentation - the step in the selling process in which the salesperson tells the “value story” to the
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buyer, showing how the company’s ofer solves the customer’s problems. Product sales force structure - a sales force organization under which salespeople specialize in selling only a portion of the company’s products or lines Prospecting - the step in the selling process in which the salesperson or company identifies qualified potential customers Sales force management - the analysis, planning, implementation, and control of sales force activities. It includes designing sales force strategy and structure and recruiting, selecting, training, supervising, compensating, and evaluating the firm’s salespeople. Sales promotion - short-term incentives to encourage the purchase or sale of a product or service Sales quota - a standard that states the amount a salesperson should sell and how sales should be divided amount the company’s products. Salesperson
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This note was uploaded on 09/26/2011 for the course MRKT 341 taught by Professor Staff during the Spring '08 term at UNL.

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MRKT 341 FINAL vocab - MRKT 341 FINAL CH 13 Approach - the...

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