Chapter 17 Vocabulary Personal Selling The two-way flow of communication between a buyer and seller, often in a face to face encounter, designed to influence a person’s or group’s purchase decision Sales Management Planning the selling program, and implementing and evaluating the personal selling effort of the firm Relationship selling Practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time Order Taker Processes routine orders or reorders for products that were already sold by the company Outside order takers Visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers Inside order takers Typically answer simple questions, take orders, and complete transactions with customers Order Getter Salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers’ use of a product or service
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This document was uploaded on 10/27/2011 for the course MKT 291 at Miami University.