An individual representing a company to customers by performing one or more of

An individual representing a company to customers by

This preview shows page 12 - 14 out of 17 pages.

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 Sales force management Analyzing, planning, implementing, and controlling sales force activities Territorial sales force structure A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company’s full line Product sales force structure A sales force organization in which salespeople specialize in selling only a portion of the company’s products or lines Customer (or Market) sales force structure A sales force organization in which salespeople specialize in selling only to certain customers or industries Outside sales force (field sales force) Salespeople who travel to call on customers in the field Inside sales force Salespeople who conduct business form their offices via telephone, the internet, or visits from prospective buyers Team selling Using teams of people from sales, marketing, engineering , finance, technical support and even upper management to service large, complex accounts Sales force automation systems Computerized, digitized sales force operations that allow salespeople to work more effectively anytime, anywhere Sales 2.0 The merging of innovative sales practices with Web 2.0 technologies to improve sales force effectiveness and efficiency Organizational climate Describes the feeling that salespeople have about their opportunities, value, and rewards for a good performance Sales Quota A standard that states the amount a salesperson should sell and how sales should be divided among the company’s products Selling process The steps that salespeople follow when selling, which include prospecting and qualifying, pre-approach, approach, presentation and demonstration, handling objections, closing and follow-up Prospecting A salesperson or company identifies qualified potential customers Pre-approach A salesperson learns as much as possible about the prospective customer before making a sales call Approach A salesperson meets the customer for the first time 12 | P a g e
Image of page 12
Marketing 396 Notes Final Exam Presentation A salesperson tells the “value story” to the buyer, showing how the company’s offer solves the customer’s problems Handling objections A salesperson seeks out, clarifies, and overcomes any customer objections to buying Closing A salesperson asks the customer for an order Follow-up A salesperson follows up after the sale to ensure customer satisfaction and repeat business Sales promotion Short-term incentives to encourage the purchase or sale of a product or a service Consumer Promotions Sales promotion tools used to boost short-term customer buying and involvement or enhance long-term customer relationships (samples, coupons, refunds, premiums, point-of-purchase displays to contests, sweepstakes, and event sponsorships) Event marketing (event sponsorship)
Image of page 13
Image of page 14

You've reached the end of your free preview.

Want to read all 17 pages?

  • Winter '18
  • Marketing, producer, Notes Final Exam

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

Stuck? We have tutors online 24/7 who can help you get unstuck.
A+ icon
Ask Expert Tutors You can ask You can ask You can ask (will expire )
Answers in as fast as 15 minutes