Vocabulary
Face-to-face selling in which one person who is the salesperson tries to convince the customer to buy a product
What is personal selling?
Marketing strategies that involve dividing the total market into different segments based on demographic factors
What is Segmentation?
A business buying situation in which the buyer purchases a product or service for the first time
What is the New Task
An incredible customer relationship manager. Wants to be needed. Does not like isolation and not getting attention
Who is the Expressive Buyer?
An approach to selling which relies on the salesperson's ability to say the right thing in order to get a favorable response from the buyer
What is stimilus-response approach?
The ability or effectiveness in selling or presenting persuasively
What is Salesmanship?
market size is defined by current and projected total industry sales
What is Size?
Allows for large purchases from a small number of buyers
What is concentrated demand?
Identified by their attention to detail and tendencies towards perfectionism. May seem withdrawn or indecisive
Who is the analytical buyer?
The salesperson attempts to identify the customer's problems and come up with one or more alternatives to solve the problem...using the product being sold
What is problem-solving selling?
The extent of the buyer's confidence that he/she can rely on the salesperson's integrity
What is trust?
Determines the success of marketing strategies...includes the ability to recruit qualified people to keep pace with innovation and growth
What are Key Success Factors?
A market in which consumers purchase goods and services for their use or consumption
What is consumer market?
Wants to make everyone happy. Often difficult to make big decisions because of this. constantly worried about how their choice will affect those around them
Who is the Amiable Buyer?
An approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution
What is consultative selling?
Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
What are check-backs or response checks?
Business environments defined by the identity, track record, financial strength, and market share of key competitors
What is competition?
The need for a specific core task or function to be performed
What is Functional need?
Concerned with how others view and follow directions. does not like to be disrespected or taken advantage of. May be aggressive and controlling at times
Who is the Driver Buyer?
The change in sales behaviors based on the sales situation
What is adaptive selling?
detailed information on the manufacture of a product and knowing whether the company has up-to-date production methods
What is product knowledge?
Systems that determine how efficiently products reach customers
What is Distribution?
A questioning system that uses logic-based sequence of questions to identify and assess the buyer's situation
What is ADAPT?
Individuals in the organization that incorporates the expertise and buying influences of people from other departments
What are buying teams?
Selling in which a series of questions or statements presented by the salesperson is designed to condition the buyer to say "yes" time after time, to the entire sales proposition
What is continued affirmation?