Test 3 (Chapter 13)

Territorial Sales Force Structure

A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line

Product Sales Force Structure

A sales force organization under which salespeople specialize in selling only a portion of the company's products or lines

Customer (or market) Sales Force Structure

A sales force organization under which salespeople specialize in selling only to certain customers or industries

Sales Quota

A standard that states the amount a salesperson should sell and how sales should be divided among the company's products

Salesperson

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

Event Marketing (or event sponsorships)

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.

Personal Selling

Personal presentation by the firm's sales force for the purpose of making sales and building customer relationships

Trade Promotions

Sales promotion activities designed to get support for a product from manufacturers, wholesalers, and retailers.

Consumer Promotions

Sales promotion tools used to boost short-term customer buying and involvement or to enhance long-term customer relationships.

Outside Sales Force (or field sales force)

Salespeople who travel to call on customers in the field

Sales-Promotion

Short term incentives to encourage purchase/sale of product

Closing

The sales step in which a salesperson asks the customer for an order

Follow-Up

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

Preapproach

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

Approach

The sales step in which a salesperson meets the customer for the first time

Prospecting

The sales step in which a salesperson or company identifies qualified potential customers.

Handling Objections

The sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying

Presentation

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.

Selling Process

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

Team Selling

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

Sales Force Management

analyzing, planning, implementing, and controlling sales force activities

Business Promotions

sales promotion tools used to generate business leads, stimulate purchases, reward customers, and motivate salespeople

Inside Sales Force

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