marketing ch18 (set 3)

relationship selling (consultative selling)

A sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

sales presentation

A formal meeting in which the salesperson presents a sales proposal to a prospective buyer.

sales process (sales cycle)

The set of steps a salesperson goes through in a particular organization to sell a particular product or service

sales proposal

A formal written document or professional presentation that outlines how the salesperson's product or service will meet or exceed the prospect's needs.

sampling

A promotional program that allows the consumer the opportunity to try a product or service for free.

straight commission

A method of compensation in which the salesperson is paid some percentage when a sale is made.

straight salary

A method of compensation in which the salesperson receives a salary regardless of sales productivity.

trade allowance

A price reduction offered by manufacturers to intermediaries, such as wholesalers and retailers.

trade sales promotion

sales promotion activities targeting a channel member, such as a wholesaler or retailer.