Create an account
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
to sales forces size refers to grouping accounts into different classes to determine the number of salespeople needed
identifies qualified potential customers through referrals from:Customers Suppliers Dealers Internet
is identifying good customers and screening out poor ones by looking at: Financial ability Volume of business Needs Location Growth potential
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
is when the salesperson tells the product story to the buyer, presenting customer benefits and showing how the product solves the customer's problems
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