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15 terms

Marketing 2

dad
STUDY
PLAY
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