Chapter 14 Flashcards
(22 cards)
Basic sales tasks
: order-getting, order- taking, and supporting.
Order getters:
salespeople concerned with establishing relationships with new customers and developing new business.
Order-getting:
seeking possible buyers with a well‑organized sales presentation designed to sell a product, service, or idea.
Order takers:
salespeople who sell to regular or established customers, complete most sales transactions, and maintain relationships with their customers.
Order-taking:
the routine completion of sales made regularly to target customers
Supporting salespeople:
salespeople who help the order‑oriented salespeople—but don’t try to get orders themselves.
Missionary salespeople:
supporting salespeople who work for producers by calling on their middlemen and their customers.
Technical specialists:
supporting salespeople who provide technical assistance to order‑oriented salespeople.
Customer service reps:
work with customers to resolve problems that arise with a purchase, usually after the purchase has been made.
Team selling:
different sales reps working together on a specific account
Team selling:
different sales reps working together on a specific account
Major accounts sales force:
salespeople who sell directly to large accounts such as major retail chain stores.
Telemarketing:
using the telephone to call on customers or prospects.
Sales territory:
a geographic area that is the responsibility of one salesperson or several working together
Job description:
a written statement of what a salesperson is expected to do.
Sales quota:
the specific sales or profit objective a salesperson is expected to achieve.
Prospecting:
following all the leads in the target market to identify potential customers.
Sales presentation:
a salesperson’s effort to make a sale or address a customer’s problem
Prepared sales presentation:
a memorized presentation that is not adapted to each individual customer
Close:
the salesperson’s request for an order.
Consultative selling approach:
a type of sales presentation in which the salesperson develops a good understanding of the individual customer’s needs before trying to close the sale.
Selling formula approach:
a sales presentation that starts with a prepared presentation outline—much like the prepared approach—and leads the customer through some logical steps to a final close.
