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Personal Selling
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Chapter 1 and 2
| Term | Definition |
|---|---|
| Personal Selling | Personal communication of information to unselfishly persuade a prospective customer to buy something- a good, service, idea, or something else that satisfies the individual's needs |
| Retail Salesperson | This individual sells goods or services to customers for their personal, nonbusiness use. |
| Wholesale Salesperson | A person who sells products to parties for resale, for use in producing other goods or services, or for operating an organization. |
| Manufacturer's Sales Representative | A person who works for an organization that produces a product. |
| Order-Takers | Salespeople who only take orders by asking what the customer wants or waiting for the customer to order. They have no sales strategy and use no sales presentation. |
| Order-Getters | Salespeople who get new and repeat business using a creative sales strategy and a well-executed sales presentation. |
| Conceptual Skills | The ability to see the selling process as a whole and the relationship among its parts. |
| Human Skills | The seller's ability to work with and through other people |
| Technical Skills | The understanding of and proficiency in the performance of specific tasks. |
| Sales Process | A sequential series of actions by the salesperson that leads toward the prospect taking a desired action and ends with a follow-up to ensure purchase satisfaction. |
| Golden Rule of Personal Selling | The sales philosophy of unselfishly treating others as you would like to be treated. |
| Marketing | The process of planning and executing the conception, pricing, promotion, and distribution of goods, services, and ideas to create exchanges that satisfy individual and organizational objectives. |
| Marketing Concept | A business philosophy that says the customers' wants-satisfaction is the economic and social justification for a firms existence. |
| Marketing Mix | The four main elements used by a marketing manager to market goods and services. These elements are product, price, distribution or place, and promotion. |
| Value-Added | Benefits received that are not included in the purchase price of the individual good or service. |
| Product | One of the four main elements of the marketing mix, it is a bundle of tangible and intangible attributes, including package, color, and brand, plus the services and even reputation of the seller. |
| Distribution | The channel structure used to transfer products from an organization to its customers. |
| Promotion | One of the four elements of the marketing mix, it increases company sales by communicating product information to potential customers. |
| Price | The value or worth of a product. |
| Relationship Marketing | The creation of customer loyalty. |
| Consultative Selling | The process of helping the customer achieve strategic short- and long-term goals through the use of the seller's good or service. |
| Buying Teams | Composed of multifunctional specialists who ensure that their organizations accurately convey their complex needs to the seller and thoroughly assess the accuracy of suppliers' recommendations. |
| Team Selling | Selling that brings together the appropriate people and resources needed to make the sales call. |
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