MGD: Chapter 12: The Selling Function

This is a technology for managing all your company's relationships and interactions with customers and potential customers.

• Customer Relationship Management

• Sales Force

• Personal Selling

• Marketing

Any form of direct contact between a salesperson and a customer.

• Marketing

• Personal Selling

• Sales Force

• Commission

Telephone solicitation to make a sale.

• Teledata

• Telemundo

• Telemarketing

• Telephone

Which sales step would pertain to the following? Greeting the customer face to face (hello and a hand shake)

• Overcome objections

• Approach

• Determine needs

• Present the product

Which sales step is related to following? Getting the customer’s positive agreement to buy.

• approach

• determine needs

• Present the product

• Close the sale

Educate the customer about the product’s features and benefits, as well as its advantages over the competition.

• present the product

• approach

• determine needs

• close the sale

Based on customer decision making process. When a customer has little experience with an expensive item and takes more time and research to make a purchase

• Routine decision making

• Extensive decision making

• Limited decision making

Call or visit potential customers without any notice

• Tele call

• Hot call

• Cold call

• Phone call

A dollar or unit sales goal set for the sales staff to achieve in a specified period of time.

• sales force

• sales

• sales markup

• sales quota

Learning what the customer is looking for in order to decide what products to show and which product features to present first in the next step of the sale.

• Determine needs

• approach

• close the sale

• Present the product