Flashcards in Deck 15 Deck (50):
1
Enumeration
Listing items in order
2
Initiative
The process of taking action and doing what needs to be done without being asked
3
Equity
The concept of equal rights and opportunities for everyone
4
Top Management
Managers that make decisions that affect the whole company
5
Supervisory-level Management
Managers who supervise the activities of employees who carry out the tasks determined by middle and top management
6
Horizontal Management
A structure where top management shares decision making with self managing teams of workers who set their own goals and make their own decisions.
7
Feature-Benefit Selling
Sales that match the characteristics of a product to a customer's needs and wants
8
Emotional Motive
A feeling experienced by a customer through association with a product
9
Extensive Decision Making
The process used when there has been little or no previous experience with an item
10
Limited Decision Making
The process used when a person buys goods and services that he or she has purchased before or not regularly
11
Routine Decision Making
The process used when a person needs little information about a product to make a decision because he or she buys it regularly
12
Pre-approach
The preparation for the face-to-face encounter with potential customers
13
Endless Chain Method
The process of asking previous customers for names of potential customers
14
Cold Canvassing
The process of locating as many potential customers as possible without checking out leads beforehand
15
Service Approach
A way to approach a customer that focuses on asking the customer if he or she needs assistance
16
Greeting Approach
A way to approach a customer that focuses on welcoming the customer to the store
17
Merchandise approach
A way to approach a customer that focuses on making a comment or asking questions about a product in which the customer shows interest
18
Open-ended Question
Questions that require respondents to construct their own answers
19
Layman's Terms
Words the average customer can understand
20
Objection Analysis Sheet
A document that lists common objections and possible responses to them
21
Substitution Method
A selling method that involves recommending a different product that would still satisfy the customer's needs
22
Boomerang Method
A selling method that converts a customer's objection into a selling point
23
Superior-point Method
A selling technique that permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits
24
Third-party Method
A selling method that involves using a previous customer or other neutral person who can give a testimonial about the product
25
Buying Signals
The things customers do or say to indicate a readiness to buy
26
Jargon
Specialized vocabulary used by members of a particular group
27
Vertical Organization
A hierarchical, up-and-down organizational structure in which the tasks and responsibilities of each level are clearly defined
28
Trail Close
An initial effort to close a sale
29
Values
Beliefs that guide the way people live
30
Whistle-Blowing
Reporting an illegal action by one's employer
31
Wholesale and Retail Buyers
Buyers who purchase goods for resale
32
Trading Area
The geographical area from which a business draws its customers
33
Triadic Colors
Three colors that are equally spaced on the color wheel
34
Transit Advertising
Advertising found on public transportation
35
Resources
All the things used in producing goods and services
36
Sales Forecasts
The projection of probable future sales in units or dollars
37
Site Map
An outline of what can be found on each page within the Web site.
38
Tariff
A tax on imports; also known as a duty
39
Storage
A marketing function that refers to the holding of goods until they are sold
40
Till
The cash drawer of a cash register
41
Ton-Mile
The movement of one ton of freight one mile
42
Rational Motive
A conscious, logical reason for a purchase
43
Realistic Goal
A goal that a person has a reasonable chance of achieving
44
Psychological Pricing
Pricing techniques that help create an Illusion for customers
45
Package
The physical container or wrapping for a product
46
Price
The value placed on a product
47
Networking
The art of building business contacts and alliances
48
Loss Leader
An item priced at or below cost to draw customers into a store
49
Job Lead
Information about a job opening
50