Personal Selling Basics
What is prospecting?
The process of seeking out and identifying potential buyers.
What is a sales promotion?
A short-term incentive designed to encourage the purchase of a product.
What is build rapport/introduction?
The first thing a salesperson should do when meeting a new customer.
What is a BOGO promotion?
A “Buy One, Get One Free” deal
What is closing?
This step comes immediately after handling objections in the selling process.
What is the approach?
The step in the selling process where the salesperson greets the customer.
What is a coupon (or discount, rebate)?
An example of a price-based consumer promotion.
What are customer needs?
Listening carefully to the customer helps identify this.
What is a flash sale?
A limited-time price reduction is called this.
What are manufacturer’s representatives (or agents)?
A salesforce of independent contractors who sell for multiple companies are called this.
What is handling objections?
This skill is crucial when customers have doubts or hesitations about the product.
What is sampling?
A free product sample at Costco is an example of this sales promotion technique.
What is competitive selling (or comparative selling)?
This sales technique presents a product by comparing it to the competition.
What is a premium?
Offering a free accessory when purchasing a laptop is this type of promotion.
What are trade allowances (or slotting fees)?
The term for rewarding retailers for shelf space or product displays.
What is closing the sale?
The final stage of the personal selling process.
What are loyalty programs?
These programs reward repeat purchases with points, miles, or discounts.
What is needs assessment?
Asking “What features are most important to you?” is part of this stage.
What is a sweepstake or contest?
A brand running a contest for customers to win free products.
What is consultative selling (or storytelling in sales)?
When salespeople use stories and experiences to engage customers.
What are follow-up and customer relationship management?
Two ways salespeople can build long-term relationships with customers.
What are resellers (retailers/wholesalers)?
Trade promotions are targeted at this group, not consumers.
What is social selling?
A salesperson using social media to connect with customers is engaging in this modern selling approach.
What are (advantage: quick sales, trial, excitement; disadvantage: short-term focus, erodes brand loyalty)?
Advantage and disadvantage of sales promotions.
Explain how personal selling and sales promotion complement each other.
Personal selling builds long-term relationships; sales promotion provides short-term incentives to close or speed sales.