Continued Affirmation An example of stimulus response selling in which a series
of questions or statements furnished by the salesperson is designed to condition the
prospective buyer to answering yes time after time, until, it is hoped, he or she will
The Trust-Based Sales Process Sales Process A series of interrelated steps beginning with
locating qualified prospective customers. From there, the salesperson plans the sales
presentation, makes an appointment to see the customer, completes the sale, and
Missionary Salespeople A category of sales support personnel who are not
typically involved in the direct solicitation of purchase orders. Their primary roles
are disseminating information, stimulating the sales effort to convert prospects
Chapter 1: The Overview of Personal Selling
Personal Selling An important part of marketing that relies heavily on interpersonal
interactions between buyers and sellers to initiate, develop, and enhance customer relationships.
Most important part of mar
Salespeople and Society Sales people contribute to their nations economic growth in two
basic ways: they act as stimuli for economic transactions, and they further the diffusion of
Salespeople as Economic Stimuli Something that stimulates or
Salespeople and The Customer It is more important then ever for salespeople to be honest
and candid with customers.
The salesperson must also be knowledgeable of their products and services, especially as
they compare competitive offerings, as well as m
This approach typically requires educating the customer about the full impact of the
existing problem and clearly communicating how the solution delivers significant
This approach can take a lot of time.
This approach is most success
Occupational Outlook Sales and sales management occupations are expected to
increase at average to slightly above average rates. Especially in the scientific and
technical, healthcare, and information technology sectors.
Salespeople enjoy relatively goo
Independence The salesperson has a lot of independence requiring them to make
decisions on their own. This independence does present some problems if they do not
perform. This also encourages sales managers to become more active in dictating travel
Tactical Questions Questions used to shift or redirect the topic of discussion
when the discussion gets off course or when a line of questioning proves to be of
little interest or value.
Reactive Questions Questions that refer to or directly result from i