Advertisement Upgrade to remove ads

dad

Personal selling

is the interpersonal part of the promotion mix

Salespeople

are an effective link between the company and its customers to produce customer value and company profit

Territorial sales force structure

refers to a structure where each salesperson is assigned an exclusive geographic area and sells the company's full line of products and services to all customers in that territory

Product sales force

structure refers to a structure where each salesperson sells along product lines

Customer sales force structure

refers to a structure where each salesperson sells along customer or industry lines

Complex sales force

structure refers to a structure where a wide variety of products is sold to many types of customers over a broad geographic area and combines several types of sales force structures

Salespeople

are one of the company's most productive and expensive assets

Workload approach

to sales forces size refers to grouping accounts into different classes to determine the number of salespeople needed

Team selling

is used to service large, complex accounts

Prospecting

identifies qualified potential customers through referrals from:Customers Suppliers Dealers Internet

Qualifying

is identifying good customers and screening out poor ones by looking at: Financial ability Volume of business Needs Location Growth potential

Approach

is the process where the salesperson meets and greets the buyer and gets the relationship off to a good start and involves the salesperson's: Appearance Opening lines Follow-up remarks

The most important attribute is for the salesperson to

listen

Presentation

is when the salesperson tells the product story to the buyer, presenting customer benefits and showing how the product solves the customer's problems

Personal selling

is transaction-oriented to close a specific sale with a specific customer

Please allow access to your computer’s microphone to use Voice Recording.

Having trouble? Click here for help.

We can’t access your microphone!

Click the icon above to update your browser permissions above and try again

Example:

Reload the page to try again!

Reload

Press Cmd-0 to reset your zoom

Press Ctrl-0 to reset your zoom

It looks like your browser might be zoomed in or out. Your browser needs to be zoomed to a normal size to record audio.

Please upgrade Flash or install Chrome
to use Voice Recording.

For more help, see our troubleshooting page.

Your microphone is muted

For help fixing this issue, see this FAQ.

Star this term

You can study starred terms together

NEW! Voice Recording

Create Set