chapter 13

inside sales force

does business from office; online stuff, inside people provide support for outside people (tech sales support people or sales assistants)

follow-up

ensure customer satisfaction and repeat business; right after closing, the salesperson should complete any details on delivery time, purchase time; follow up call

event marketing (or event sponsorship)

event might unclude anything from mobile brand tours to festivals, reunions, marathons, concerts, or other sponsored gatherings; it huge and may be fastest growing area of promotion

customer (or market) sales force structure

ex: Whirlpool assigns individual teams of salespeople to big retail customers such as sears, lowe's best buy, and home depot

sales quota

compensation is related to how well they meet their quotas

salesperson

could be an order taker, order getter, creative selling, social selling, relationship building

prospecting

crucial to find the right customer; salespeople want to call on those who are most likely to appreciate and respond to the company's value proposition; best way is to talk to referrals

product sales force structure

Ex; GE employs different sales forces within different product and service divisions of its major businesses. within GE infrastructure, the company has separate sales forces for aviation, energy, transportation, and water processing products

business promotions

have many of same tools used for consumer or trade promotions but also focus on two additional major business promotion tools: conventions and trade shows and sales contests

sales force management

includes designing sales force strategy and structure, as well as recruiting, selecting, training, compensating, supervising, and evaluating the firm's sale's people

preapproach

learn as much as possible; successful sale begins long before initial contact with prospect; should set call objectives

personal selling

one of the oldest professions; most are well educated and well trained; maintain long term relationships

trade promotions

price-offs, allowances, buy back guarantees, or free goods to retailers and wholesalers to get products on the shelf and one there, to keep them on it

team selling

sales, marketing, tech and support services, research and development (r&d), engineering, operations, finance, etc can be bad- salespersons are competitive

consumer promotions

samples; coupons, refunds, premiums, point-of-purchase displays, contests, sweepstakes, sponsorships

sales promotion

short term; coupons, four 12 packs for 12 dollas

approach

should know how to meet and greet the buyer and get the relationship off to a good start; on or offline, in person or digitally; involves salesperson's appearance, opening lines and follow ups

closing

some lack confidence and what not; should know how to recognize closing signals from the buyer, including physical actions, comments, and questions

selling process

steps focus on the foal of getting new customers and obtaining orders from them and also building long term relationship Prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow up

presentation

tells the value story, showing solution to customer's problem; customer- solution approach should be how to fit the needs; buyer want insights and results, not smiles;

handling objections

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

territorial sales force structure

this increases the salesperson's desire to build local customer relationships that, in turn, improve selling effectiveness; travel expenses low

outside sales force (or field sales force)

travel to call on customers; sales assistants provide research and administrative backup for outside salespeople