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C712 selling, promo

personal Selling and sales promotion (Chapter 17)

TermDefinition
Four sales channels over-the-counter; field selling; telemarketing; inside sales
over-the-counter selling describes selling in retail and some wholesale locations
field selling involves making sales calls on prospective and existing customers at their businesses or homes.
Telemarketing channel in which the selling process is conducted by phone and serves two general purposes—sales and service—and two general markets—business-to-business and direct-to-customer.
outbound telemarketing involves sales personnel who rely on the telephone to contact potential buyers, reducing the substantial costs of personal visits to customers’ homes or businesses.
inbound telemarketing typically involves a toll-free number that customers can call to obtain information, make reservations, and purchase goods and services.
inside sales combination of field selling techniques applied through inbound and outbound telemarketing channels with a strong customer orientation,
relationship selling a technique for building a mutually beneficial partnership with a customer through regular contacts over an extended period.
Consultative selling involves meeting customer needs by listening to customers, understanding—and caring about—their problems, paying attention to details, and following through after the sale. It works hand in hand with relationship selling in building customer loyalty.
Team Selling salesperson joins with specialists from other functional areas of the firm to complete the selling process.
Sales Tasks order processing, creative selling, missionary selling
7 steps in the sales process prospecting, approach, presentation, demonstration, handling objections, closing, follow-up
Created by: mkale
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