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personal selling
important part of marketing that relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships TERM 2
trust-based relationship selling
DEFINITION 2 (form of personal selling) requires that salespeople earn their customer trust & that their selling strategy meets customer needs and contributed to the creation, communication, and delivery of customer value TERM 3
customer value
DEFINITION 3 customer's perception of what they get for what they have to give up (ex: benefits for buying a product in exchange for money paid) TERM 4
sales dialogue
DEFINITION 4 business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop and enhance customer relationships -should be customer focused with a clear purpose TERM 5
canned sales presentation
DEFINITION 5 sales presentations that include: scripted calls calls, memorized presentations, and automated presentations
sales professionalism
a customer-oriented approach that uses truthful, non- manipulative tactics to satisfy the long-term needs of both the customer and the selling TERM 7
economic stimuli
DEFINITION 7 something that stimulates or incites activity in the economy TERM 8
diffusion of innovation
DEFINITION 8 the process whereby new products, services, and ideas are distributed to the members of society TERM 9
revenue producers
DEFINITION 9 a role fulfilled by sales people that brings in revenue or income to a firm or company TERM 10
consultative selling
DEFINITION 10 the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization
need satisfaction
an approach to selling based on the notion that the customer is buying to satisfy a particular need or set of needs TERM 17
problem-solving selling
DEFINITION 17 extension of needs that goes beyond identifying needs to developing alternative solutions for satisfying these needs TERM 18
consultative selling
DEFINITION 18 helping customers reach strategic goals by sing the products, services, and expertise of the sales organization TERM 19
strategic ochestrator
DEFINITION 19 salesperson arranges the use of the sale's organization's resources in an effort to satisfy the customer TERM 20
business consultant
DEFINITION 20 salesperson uses internal and external sources to become an expert on the customer's business. *
long-term ally
a role in consultative selling where the salesperson supports the customer, even when the immediate sale is not made or expected TERM 22
sales process
DEFINITION 22 a series of interrelated steps beginning with locating qualified prospective customers
