MKT CH13 Terms

__________ is the sales step in which a salesperson identifies qualified potential customers. The first step in the selling process is __________-identifying qualified potential customers

prospecting

__________ is the sales step in which a salesperson meets the customer for the first time. During the ________ step, the salesperson should know how to meet and greet the buyer and get the relationship off to a good start.

approach

________ is the sales step in which a salesperson asks the customer for an order.

closing

A product sales force structure is a sales force organization __________.

in which salespeople specialize in selling only a protion of the company's products or lines

__________ is analyzing, planning, implementing, and controlling sales force activities.

sales force management

An inside sales force is __________.

salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers

__________ is using teams of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts.

team selling

a business promotion is __________

is a sales promotion tool used to generate business leads, stimulate purchases, reward customers, and motivate salespeople.

__________ is the sales step in which a salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.

presentation

__________ is the short-term incentives used to encourage the purchase or sales of a product or a service.

sales promotion

__________ is the sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying.

handling objections

__________ refers to creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.

event marketing

__________ is presentations by the firm's sales force for the purpose of making sales and building customer relationships. __________ consists of interpersonal interactions with customers and prospects to make sales and maintain customer relationships

personal selling

__________ is the sales step in which a salesperson learns as much as possible about a prospective customer before making a sales call.

preapproach

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

__________ is the steps that salespeople follow when selling, which include prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up.

the selling process

A consumer promotion is __________.

a sales promotion tool used to boost short-term customer buying and involvement or enhance long-term customer relationships

_______ is the sales step in which a salesperson follows up after the sale to ensure customer satisfaction and repeat business.

follow-up

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.

__________ represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building.

a salesperson

A customer sales force structure is a sales force organization __________.

in which salespeople specialize in selling only to certain customers or industries