Interpersonal influence process
involving a seller's promotional presentation conducted on a person&-to&-person
basis with the prospective buyer.
Establishment of a sustained
seller&-buyer relationship.
Sales presentations made at
prospective customers' homes or businesses on a face&-to&-face basis.
Use of specialists from other
functional areas to sell a product.
Personal selling conducted in
retail and some wholesale locations in which customers come to the seller's
place of business.
Promotional presentation
involving the use of the telephone on an outbound basis by salespeople or an
inbound basis by customers who initiate calls to obtain information and place
orders.
Selling at the wholesale and
retail levels; specifically, identifying customer needs, pointing them out to
customers, and completing orders.
Personal selling involving
situations in which a considerable degree of analytical decision making on the
buyer's part results in the need for skillful proposals of solutions for the
customer's needs.
Indirect type of selling in
which specialized salespeople promote the firm's goodwill, often by assisting
customers in product use.
Personal&-selling function
of identifying potential customers.
Determining that a prospect has
the needs, income, and purchase authority necessary for being a potential
customer.
Salesperson's initial contact
with a prospective customer.
Use of information collected
during the prospecting and qualifying stages of the sales process and during
previous contacts with the prospect to tailor the approach and presentation to
match the customer's needs.
Describing a product's major
features and relating them to a customer's problem or needs.
Memorized sales talk used to
ensure uniform coverage of the selling points that management has deemed
important.
Stage of personal selling where
the salesperson asks the customer to make a purchase decision.
Postsales activities that often
determine whether an individual who has made a recent purchase will become a
repeat customer.
Activities of planning,
organizing, staffing, motivating compensating, and evaluating and controlling a
salesforce to ensure its effectiveness.
Role Performed by a sales
manager in linking the salesforce to other elements of the organization's internal
and external environments.
Assignment of sales teams to a
firm's largest accounts.
Theory that motivation depends
on an individual's expectations of his or her ability to perform
a job and how that performance
relates to attaining rewards the individual values.
Incentive compensation directly
related to the sales or profits achieved by a salesperson.
Fixed compensation payments made
periodically to an employee.
Level of expected sales for a
territory, product customer, or salesperson against which actual results are
compared.
