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

The analysis, planning, implementation, and control of sales force activities. it includes designing sales force strategy and structure and recruiting, selecting, training, supervising, compensating, and evaluating the firm's salespeople.

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

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

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

Outside salespeople who travel to call on customers in the field.

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

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

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

The step in the selling process in which the salesperson tells the "value story" to the buyer,showing how the company's offer solve the customer problems

The steps in the selling process in which the salesperson meets the customer for the first time

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

The step in the selling process in which the salesperson seeks out, clarifies, and overcomes customer objections to buying.

the step in the selling process in which the salesperson or company identifies qualified potential customers.

The step in the selling process in which the salesperson asks the customer for an order

the last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business

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

Sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising, and push it to consumers.

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

Short-term incentives to encourage the purchase or sale of a product or service

Short-term incentives to encourage the purchase or sale of a product or service