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MARKETING Documents

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MARKETING Flashcards

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  • 40 terms

    Term:

    Sales Management Process

    Definition:

    Defining the reason for selling (mission statement and sales strategies)-> Developing the salesforce (training ROI)-> Directing the salesforce (coaching the sales force; salary and incentive)-> Determining the salesforce effectiveness (feedback).

    • chapter 11
    • 40 terms
    • Vocabulary for chapter 11. Find, create, and access Sales, flashcards with Course Hero.
  • 25 terms

    Term:

    Sales Resistance

    Definition:

    buyers objections that slows down the buying process. Objections are viewed as opportunities to sell and you should treat them as questions.

    • Chapter 8
    • 25 terms
    • Vocabulary for Chapter 8. Find, create, and access flashcards with Course Hero.
  • 22 terms

    Term:

    How to convert new customers into lifelong customers

    Definition:

    1) Building goodwill by adding value 2) Handle Complaints 3) Process requests for rush deliveries efficiently so the company knows you are doing whatever it takes to get it done

    • Chapter 9
    • 22 terms
    • Vocabulary for Chapter 9. Find, create, and access Sales, flashcards with Course Hero.
  • 21 terms

    Term:

    Sales Call

    Definition:

    When the salesperson and buyer meet in person to discuss business Needs Discovery-> Sales Presentation-> Follow-up

    • Chapter 6
    • 21 terms
    • Vocabulary for Chapter 6. Find, create, and access flashcards with Course Hero.
  • 18 terms

    Term:

    Meetings are not effective because:

    Definition:

    1) Salespeople do not prepare enough 2) Buyers know more info know and it's a waste of time 3) Limit time spent with salespeople 4) Dealing with multiple sellers at once.

    • Chapter 7
    • 18 terms
    • Vocabulary for Chapter 7. Find, create, and access Sales, flashcards with Course Hero.

MARKETING Courses with Advice

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