Chapter 20 Flashcards
Personal selling
Internet, phone, face to face, teleconference
Benefits of professional selling
love the lifestyle, flexibility, variety, good for promotions
Salespeople provide __________. They save ______ and simplify _____. Salespeople build ___________.
information and advice, time, buying, relationships over long term
Generate and qualify leads from
the internet, cold calls (call or visit), networking events
Preapproach prior to meeting to further qualify
use of CRM system
Sales presentation and handling
reservations and objections
Common objectives=
no need, product or service objective, price is too high, time and delaying
Close the sale ____________. Selling is a _______ game.
getting the order, numbers
RFP
request for proposal
Five dimensions of service quality=
reliable, responsive, assurance, empathy, tangibles
Five steps of professional selling process=
generate and qualify leads, preapproach to meeting to further qualify, sales presentation and handling reservations/obj, close the sale, follow-up
Managing a sales force=
structure, recruiting, training, motivating and evaluation
Managing a sales force=
sales force structure, recruiting and selecting salespeople, sales training, motivating and compensating salespeople, evaluating salespeople
Order getter= _______. Order taker=_______.
new, routine
Sales support=_______. Selling team
personnel, N/A
