Marketing Chap 13, Personal selling and Sales Promotions
Sales promotion
________ is the short-term incentives used to encourage the purchase or sales of a product or a service.
Personal selling
__________ consists of interpersonal interactions with customers and prospects to make sales and maintain customer relationships.
The selling process
__________ focuses on the goal of getting new customers, obtaining orders from them, and spending time maintaining existing accounts and building long-term customer relationships.
Closing
__________ is the sales step in which a salesperson asks the customer for an order.
salesperson
__________ represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building.
A consumer promotion is __________.
a sales promotion tool used to boost short-term customer buying and involvement or enhance long-term customer relationships
Sales force management refers to __________.
analyzing, planning, implementing, and controlling sales force activities
The selling process __________.
focuses on the goal of getting new customers, obtaining orders from them, and spending time maintaining existing accounts and building long-term customer relationships
Follow-up is the sales step in which a salesperson __________.
follows up after the sale to ensure customer satisfaction and repeat business
A product sales force structure __________.
is a sales force organization in which salespeople specialize in selling only a portion of the company's products or lines
A trade promotion is __________.
a sales promotion tool used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to customers
During the __________ step, the salesperson should know how to meet and greet the buyer and get the relationship off to a good start.
approach
What is closing?
The sales step in which a salesperson asks the customer for an order
Event marketing refers to __________.
creating a brand-marketing event or serving as a sole or participating sponsor of events created by others
The __________ step is when a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.
presentation
A business promotion is a __________.
sales promotion tool used to generate business leads, stimulate purchases, reward customers, and motivate salespeople
Handling objections is the sales step in which a salesperson __________.
seeks out, clarifies, and overcomes any customer objections to buying
A(n) __________ is a sales force organization that assigns each salesperson to an exclusive geographic area in which that salesperson sells the company's full line.
territorial sales force structure
A territorial sales force structure is a sales force organization __________.
that assigns each salesperson to an exclusive geographic area in which that salesperson sells the company's full line
During the approach step, __________.
the salesperson should know how to meet and greet the buyer and get the relationship off to a good start
Inside sales force
A(n) __________ conducts business from their offices via phone, online and social media interactions, or visits from buyers.
customer sales force structure
A(n) __________ is a sales force organization in which salespeople specialize in selling only to certain customers or industries.
Event marketing
__________ refers to creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.
The presentation step is when a salesperson __________.
tells the "value story" to the buyer, showing how the company's offer solves the customer's problems