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Ch. 1 Misc.
Ch. 2 Misc.
The major promotional method used by American businesses.
What is personal selling?
A collection of techniques, practices, or methods you use when you are face-to-face with a customer.
What is a tactic?
Includes information, services, ideas and issues.
What are products?
According to Patricia Seybold, author of the “Customer Revolution”, this group has taken control of our companies’ destinies.
Who is the customer?
A series of creative improvements in the sales process that enhances the customer experience.
What is value-added selling?
Product orientation is replaced by a customer orientation.
What is the marketing concept?
Need identification is achieved through effective communication between the salesperson and the customer.
What is consultative selling?
To achieve a marketplace advantage by teaming up with another company whose products fit well with your own.
What is a strategic selling alliance?
The decade that the partnering concept became popular.
What is the 1990s?
Relationship strategy, product strategy, customer strategy and presentation strategy
What are the four broad strategic areas of the strategic/consultative selling model?
Product, price, place, and promotion.
What is the marketing mix?
Advertising, public relations, sales promotion, and personal selling.
What are the divisions of the promotion element?
The strategy that establishes, builds, and maintains quality relationships.
What is the relationship strategy?
What strategy involves developing one or more objectives for each sales call.
What is the presentation strategy?
Another name for customer relationship management (CRM)
What is sales automation?
A person who processes reservations, accepts orders by phone and handles customer complaints.
What is a customer service representative?
A salesperson who relies almost totally on telephone orders and follows a strict timetable of customer contact.
What is an inside salesperson?
A salesperson who interacts with new customers and current customers.
What is a field salesperson?
A salesperson who develops goodwill and stimulates demand for products.
What is a detail salesperson?
A salesperson who has good technical understanding of their products and customer needs.
What is a sales engineer or application engineer?
Buyers are less accepting of female salespeople—True or False.
What is False?
Factors that provide psychological rewards.
What is psychic income?
The abbreviation for business to business sales.
What is B2B sales?
The type of salesperson who would sell fashion apparel, personal computers and recreation vehicles.
What is a retail salesperson?
Corporate-sponsored training, training provided by commercial vendors, certification studies, and college and university coursework
What are the four sources of sales training?
Adopt the marketing concept, value personal selling and assume the role of problem solver.
What are the three prescriptions for developing a personal selling philosophy?