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18 Cards in this Set
- Front
- Back
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What is Sales Personal Selling? |
A personal presentation by the firm's sales force for the purpose of making sales and building customer relationships. People = Salespeople, sales reps, district managers etc..
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What is a Salesperson?
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Individual that reps company to customers by: prospecting, communicating, selling, servicing, info gathering and relationship building.
-Rep company to customers -Rep customers to company -Work closely w/ marketing |
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Discuss advertising in relation to personal selling?
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Advertising = impersonal "broadcasting"
Personal Selling = personal relationships |
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Discuss Sales force in relation to Marketers
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Need to work closely together, if not and things go south in company, marketers blame sales force for improper execution of plans and sales force blame marketers for disconnect with customer base.
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How can companies bring sales and marketing together?
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-Increase communication through meetings.
-Create joint assignments. -Create joint objective and reward systems. -Appoint marketing-sales liaisons. -Appoint a chief revenue officer (or chief customer officer) |
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What is Sales Force Management and what are it's components?
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Definition: Analyzing, planning, implementing and controlling sales force activities.
1. Designing sales force strategy and structure. 2. Recruiting and selecting salespeople. 3. Training salespeople. 4. Compensating salespeople. 5. Supervising salespeople. 6. Evaluating salespeople. |
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What is Territorial Sales Force Structure?
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A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line.
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What is Product Sales Force Structure?
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A sales force in which salespeople specialize in selling only a portion of the company's product or lines.
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What is Customer (or market) Sales Force Structure?
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A sales force organization in which salespeople specialize in selling only to certain customers or industries.
-> Helps build close customer relationships with important customers. |
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What are Complex Sales Force Structures?
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A sales force structure where a wide variety of products are sold to many types of customers over a broad geographic area and combines several types of sales force structures. |
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What is the Workload Approach? |
The idea that we should group the falls force into different classes to determine the number of salespeople needed. |
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What is the Outside Sales Force? |
Salespeople who travel to call on customers in the field. |
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What is the Inside Sales Force? |
Salespeople who conduct business from their offices via telephone, the internet, or visits from prospective buyers. -> Provide support to Outside Sales Force. -> Handle major accounts. ->Find new prospects. -> Ex: Office people, telemarketers. |
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What is Team Selling? |
The implementation of teams of people from sales, marketing, engineering, finance, technical support and even management to service large, complex accounts. -> Salespeople can't do it all so they need to work together with other departments to endure maximum success. |
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What is/ are the 7 steps in the Selling Process (Personal Selling)? |
Definition: Sales Process= steps that salespeople follow when selling, which include prospecting and qualifying, pre approach, approach, presentation and demonstration, handling objections, closing, and following up. |
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Describe the 7 steps in the Selling Process. |
1. Prospecting and Qualifying: -Identifying qualified potential customers through referrals from: Customers, Suppliers, Dealers and Internet. - Identifying good customers and weeding out poor ones by looking at: Financial ability, volume of business, needs, location, growth potential. 2. Preapproach: Process of learning as much as possible about a prospect including needs, who is involved with the buyer and characteristics and styles of the buyer. 3. Approach: Salesperson meeting customer for the first time. Must be presentable and attentive. 4. Presentation and Demonstration: When salesperson tells the product story to the buyer, presenting customer benefits and showing how the product solves the customer's problems. -> Need/Satisfaction (customer solution) Approach: Buyers want solutions and salespeople should listen and respond with the right products and services to solve customer problems. 5. Handling Objections: Seeking out, clarifying and overcoming any customer objections (be them logical, psychological or unspoken) to buying. 6. Closing: Process where salesperson should recognize signals from the buyer- including physical actions, comments or questions- to close the sale. 7. Follow Up: Last step in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business. |
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Discuss Personal Selling in relation to Managing Customer Relationships. |
-Personal Selling is transaction-oriented to close a specific sale with a specific customer with the goal of achieving profitable, long-lasting customer relationships. -Executed through building valuable products for customers and making customers believe your products are right for them. |
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What are Sales Promotions? |
-Short term incentives to encourage purchases or sales of a product or service. - Ex: Consumer Promotions: -> Use short-term customer buying. ->Enhance long-term customer relationships. Trade Promotions: -> Carry new items or more inventory. -> Buy in advance. -> Advertise company products. -> Get more shelf space. Sales Force Promotions: -> More sales force support for new or current products. -> Salespeople to sign up new accounts. Business Promotions, Sales Force Promotion. |
