WorksheetsMGD: Chapter 12: The Selling Function
Total questions: 10
Worksheet time: 5mins
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
