Chapter 1 Flashcards
selling
human driven interaction between individuals or organizations in order to bring about economic exchange, within a value- creation context
value
what you receive is perceived to be more than you gave up
value > what you gave up
roles of sales people (besides selling)
client relationship manager
account team manager
supply chain logistics and channel manager
deliverer of info back to firm
characteristics of a sleasperson
self motivated dependable ethical customer and product knowledge analytical and tech skills communication skills flexible creative confident emotional intelligence
go to market strategies
various options to sell products (internet, telemarketers, agents)
customer lifetime value
the sum of the customers purchases over its entire lifetime
salesforce intensive orgs
orgs whose go to market strategies rely heavily on sales people
paid sales
ad sales and promotions,
personal selling, email
unpaid sales
publicity, word of mouth
impersonal vs personal sales
impersonal- ad/sales promo and publicity
persona- personal selling, email, word or mouth
customer centric
making the consumer the center of everything the sales person does
supply chain logistics
management of the supply chain??
customer relationship management (CRM)
system to organize info about customers, their needs, company info, sales info
distribution channel
set of people and orgs responsible for the flow of products and services from the producer to the ultimate user
B2B-trade salesperons
sells to firms that resell products
