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Test 3 Vocabulary
Terms in this set (43)
how you perceive your worth or value as a person.
the process of taking action and doing what needs to be done without being asked.
refers to a range of skills, tools, and techniques used to manage time when accomplishing specific tasks, and projects.
standing up for what you believe.
behavior that allows you to adapt to changing circumstances.
the concept of equal rights and opportunities for everyone.
the process of working with different parties to find a resolution to their conflict.
an understanding of a person's situation or frame of mind.
is work done by a group of people to achieve a common goal.
is being prepared to do many different activities.
guidelines for good behavior.
a decisions to which each member agrees. Each member is allowed to state their own opinion and conclude with the last conclusion.
is a specific commitment that each member makes in the group.
getting work done through the effort of others.
a chain-of-command, hierarchical structure where the tasks and responsibilities of each level of the organization are clearly defined.
those who make decisions that affect the whole company.
implements the decisions of top managers. It plans how the departments under them will work to reach the company's goals.
Level Management-managers supervise the activities of employees who carry out tasks.
top management shares decision making with self-managing teams of workers who set their own goals.
encouraging team members to contribute to and take responsibility for the management process.
The process of setting goals and determining how to reach them. In a planning stage a team develops a plan covering the entire life of the campaign.
Establishment of a time frame in which to achieve a goal, assigning employees to the project, and determining a method for approaching the work.
The process of setting standards and evaluating performance.
Is a brief paragraph of two that describes the ultimate goals of a company.
An interview arranged by the human resources department when an employee leaves a company.
is any form of direct contract between a salesperson and customer.
business to business selling
can take place in a manufacturer's or wholesaler's showroom or a customer's place of business.
is the process of selling over the telephone.
is providing solutions to customer's problems by finding products that meet their needs.
is 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.
are the advantages or personal satisfaction a customer will get from a good or service.
is conscious, logical reason for a purchase.
a feeling experienced by a customer through association with a product.
extensive decision making
is used when there has been little or no previous experience with an item.
limited decision making
is when a person buys goods and services that he or she has purchased before but not regularly.
routine decision making
is used when a person needs little information about a product.
Is the preparation for the face to face encounter with potential customers.
Is a lead for a potential customer.
Someone who might buy the product, and will be a potential customer.
endless chain method
When a salesperson asks a previous customer for names of potential customers
Potential customers are selected at random, such as by going door to door or selecting names from a telephone directory.
The dollar or unit sales goals set for the sales staff to achieve in a specified period of time.
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