Selling
Help customers make satisfying buying decisions with ongoing relationship
Company Website
Online purchases and product information
Extensive Decision Making
Little or no previous experience with an item
Organizational Selling
Sales exchanges between two or more companies
Salespeople
Gather information about customers and advise on products suited to needs
Social media
Companies in touch with customers via Facebook and Twitter
Sales contract
Product or service offered, how much, at what price
Telemarketing
Phone solicitation to make a sale
Personal Selling
Direct contact between a salesperson and a customer
Commission
Payment when item sells
Illegal & damaging to reputation
Type of sales techniques prohibited by most businesses
Customer Relationship Management
System involves finding customers and keeping them satisfied
Sales regulations
Protects customers from fraudulent or unethical practices
Call report
Written report that documents a sales representative's visit with a customer
Sales quota
Dollar or unit sales goal
Limited decision making
Used when a person has bought a product before, but not regularly
Routine decision making
a person needs little information because of regular prior experience.
Sales managers
Has many duties including establishing guidelines and policies for the sales team.
Cold Call
Occurs when a sales representative makes a visit or call without an appointment