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Chapter 12 - Preparing for the Sale
Terms in this set (21)
May take place in a manufacturer's or wholesaler's showroom (inside sales) or a customer's place of business (outside sales).
Any form of direct contact between a salesperson and a customer.
Is unique because customers come to the store.
The process of selling over the telephone
Purpose & Goals of Selling
To help customers make satisfying buying decisions, which create ongoing, profitable relationships between the buyer and seller.
Providing solutions to customers' problems by finding products that meet their needs.
The concept of matching the characteristics of a product to a customer's needs and wants.
May be basic, physical, or extended attributes of the product or purchase.
The advantages or personal satisfaction a customer will get from a good or service.
A conscious, logical reason for a purchase.
A feeling experienced by a customer through association with a product.
Extensive Decision Making
Used when there has been little or no previous experience with an item.
Limited Decision Making
Used when a person buys goods and services that he or she has purchased before but not regularly.
Routine Decision Making
Used when a person needs little information about a product.
Preparation for the face-to-face encounter with potential customers.
A lead or potential customer
The names of other people who might buy the product.
Endless Chain Method
When salespeople ask previous customers for names of potential customers or companies may offer discounts or gifts to customers who give referrals.
Potential customers are selected at random, such as by going door-to-door or selecting names from a telephone directory. (also known as "blind prospecting")
Usually compensated by straight commission, straight salary, or salary plus commission.
Dollar or unit sales goals set for the sales staff to achieve in a specified period of time.
THIS SET IS OFTEN IN FOLDERS WITH...
Market and Advertising Chapters 19-20
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Marketing Basics - Chapter 1
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