CH 16-17 Flashcards Preview

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Flashcards in CH 16-17 Deck (10)
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1

grouping accounts into different classes to determine the number of salespeople needed.

Workload approach to sales force size

2

the sales force specializes along product lines.

product sales force structure,

3

a company organizes its sales force along customer or industry lines.

customer (or market) sales force structure,

4

identifying qualified potential customers.

prospecting

5

the salesperson should learn as much as possible about the organization (what it needs, who is involved in the buying) and its buyers (their characteristics and buying styles). This step is known as

preapproach

6

the salesperson should know how to meet and greet the buyer and get the relationship off to a good start.

approach

7

the salesperson tells the “value story” to the buyer, showing how the company’s offer solves the customer’s problems.

presentation

8

the salesperson should use a positive approach, seek out hidden objections, ask the buyer to clarify any objections, take objections as opportunities to provide more information, and turn the objections into reasons for buying.

handling objections

9

can persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

Trade promotions

10

are used to generate business leads, stimulate purchases, reward customers, and motivate salespeople. Business promotions include many of the same tools used for consumer or trade promotions.

Business promotions