Study sets, textbooks, questions
Upgrade to remove ads
MKTG 360 Vocab Exam
Terms in this set (40)
the set of activities required to lead, direct, or supervise the personal selling efforts of an organization.
Sustainable Competitive Advantage
Something that gives a company an edge in the market over time.
Customer Relationship Management (CRM)
The process of identifying and grouping customers in order to develop an appropriate relationship strategy so that the organization can acquire, retain, and grow the business.
Plans that are designed to increase sales to the same customers.
Refers to the people that make up an organization.
The ties that a firm has with others, can also be drawn upon as a resource.
Specific, Measurable, Achievable, Realistic, Time-Based
Designed to get the sale over with as quickly and as easily as possible.
Based on a friendship between the salesperson and the individual buyer.
Involves identifying and solving a client's problems.
A B2B concept that reflects a strategic partnership between buying and selling organizations.
Involves identifying potential customers for a particular product or service.
Reasons a buyer gives for declining to buy your product.
The complete process of events and people needed to bring a company's product to the customer.
What the salesperson expects to sell in a particular period of time.
Hiring another company to carry out a task or set of tasks.
Sell for manufacturers
Represents either a buyer or a seller, and sometime both.
Someone who sells at a company's facilities, either by telephone or in person.
Call center that handles calls that customers initiate.
Sells at the customer's location.
The practice of purchasing products from non-approved vendors.
Only one salesperson can sell in that territory
When an employee reports unethical behavior.
any person who actually buys the product
individuals who affect the decision maker's final choice
Occurs when two or more personnel from a selling firm makes a sales call to their functional counterparts at the buying organization.
A dialogue between two or more people or parties, intended to reach a beneficial outcome about one or more issues over which a conflict exists.
Leads in which the selling firm proactively contacts the lead
An individual or organization that demonstrates a need for the product or service being offered, possesses the authority and ability to purchase, and demonstrates both organizational potential and purchasing alignment.
The process of providing salespeople with the information, content, and tools that help them sell more effectively.
A sales approach that develops, nurtures, and leverages relationships online to sell products or services.
Proactively creating conditions under which better and more profitable pricing outcomes are the result.
A salesperson who has earned the trust of a customer through displays of both character and competence.
Costs that vary depending on the number of units produced or sold
Net sales revenue minus the cost of goods sold
Analytics-based application in which a company numerically rates its best prospective customers.
The ability to build rapport and maintain meaningful connections with other people.
The monitoring of a brand's social media channels for customer feedback or discussion regarding specific keyword, topics, competitors, or industries, followed by analysis to gain insights and act on opportunities.
An authoritative document intended to fully inform the reader on a particular topic.
Other sets by this creator
MKTG 345-CH. 15
MKTG 345-CH. 14
MKTG 345-CH. 13