Sales
a sales effort conducted exclusively by mail.
Direct Mail
individuals and companies who could become future customers
leads
an existing customer recommends another organization or individual to a sales professional
Referral
A program that encourages existing customers to recommend its products or services
Referral Program
when the price of a product or service is reduced.
Discounts
products and services are sold over the phone, online, or other means of communication from the company’s office
Inside sales
prospective customer’s concerns or hesitations in purchasing
objections
Encouraging the customer to purchase a more expensive (upgraded) item
Upselling
a measurement that indicates how many returning customers a business has
Retention Rate
any form of communication to inform, persuade, or remind people about company products or services
Promotion
communicate with potential customers in person
Outside Sales
a written recommendation of products or services
proposal
the advantages or personal satisfaction a customer will get from a good or service
Customer Benefits
the action the seller takes to make the relationship between the organization and its customers satisfactory
Customer Service
advertising, sales promotion, personal selling, public relations, and direct marketing
Promotions Mix
person-to-person communication in which the seller can influence the consumer’s purchase decisions
Personal Selling
-the process of identifying potential customers and developing leads.
Prospecting
the sales professional analyzes the prospect’s needs recommends solutions
Consultative Selling
strategies designed to keep existing customers
Customer retention
allows customers to try a product without making a purchase
Sampling
make outbound telephone calls to prospective customers to sell company products and services.
Telemarketing
determine where company products and services may assist customers in meeting their organization’s goals and objectives
Needs analysis
selling a variety of products or services that meet virtually any customer need
full menu marketing
a sales method that focuses on creating events that allow customers to interact with the product
collaboration of two or more entities to market products or services
Cross Promotion