Bonus: Examentermen Sales & Onderzoek
Geschreven door: Lupsstudie // Bron: Leerwerkboek Niveau 3&4 Verkoop en Relatiebeheer
– MBO Rendement Commerciële Beroepen – Henk Tijssen, Inge Berg, Henk Ottema &
Evelien van Dijk.
,Inhoudsopgave
Examenterm 1.1 ............................................................................................................................ 4
AIDA-Model: ........................................................................................................................................... 4
VOCATIO-model:..................................................................................................................................... 4
VOITAR-model: ....................................................................................................................................... 4
Examenterm 1.3 ............................................................................................................................ 6
ZBMO-model: ......................................................................................................................................... 6
Examenterm 1.4 ............................................................................................................................ 7
VOITAR-model: ....................................................................................................................................... 7
Examenterm 1.5 .......................................................................................................................... 11
Zoekmachine adverteren:..................................................................................................................... 11
Affiliatie marketing: .............................................................................................................................. 11
Zoekmachine adverteren:..................................................................................................................... 11
Webvertising & appvertising: ............................................................................................................... 11
Examenterm 2.2 .......................................................................................................................... 12
Beursverkoop: ...................................................................................................................................... 12
Catalogusverkoop: ................................................................................................................................ 12
Klantenservice: ..................................................................................................................................... 12
Indirect contact via distributiepartners: ............................................................................................... 12
Examenterm 2.4 .......................................................................................................................... 13
Sales-funnel: ......................................................................................................................................... 13
Rayonnering: ........................................................................................................................................ 14
Koopcentrum: .................................................................................. Fout! Bladwijzer niet gedefinieerd.
DMU & PSU:.......................................................................................................................................... 14
Examenterm 2.5: ......................................................................................................................... 15
Klantretentie:........................................................................................................................................ 15
Klantpiramide: ...................................................................................................................................... 15
Customer rating: ................................................................................................................................... 15
CRM: ..................................................................................................................................................... 16
Sellogram: ............................................................................................................................................. 17
Examenterm 2.6: ......................................................................................................................... 18
Acquisitie: ............................................................................................................................................. 18
Actieve-verkoop: .................................................................................................................................. 18
Receptieve verkoop: ............................................................................................................................. 18
Persoonlijke verkoop: ........................................................................................................................... 18
Cold canvassing: ................................................................................................................................... 18
Examenterm 3.4: ......................................................................................................................... 20
Adoptieproces: ..................................................................................................................................... 20
Adoptiecategorieën: ............................................................................................................................. 20
Examenterm 3.5: ......................................................................................................................... 21
Behoeftenpiramide van Maslow: ......................................................................................................... 21
Examenterm 3.6: ......................................................................................................................... 22
High & low involvement: ...................................................................................................................... 22
Cognitieve dissonantie: ........................................................................................................................ 22
Geschreven door: Lupsstudie // Bron: Leerwerkboek Niveau 3&4 Verkoop en Relatiebeheer
– MBO Rendement Commerciële Beroepen – Henk Tijssen, Inge Berg, Henk Ottema &
Evelien van Dijk.
, Selectieve Perceptie: ............................................................................................................................ 22
Examenterm 3.8: ......................................................................................................................... 23
Aankoop beslissingen: .......................................................................................................................... 23
Examenterm 4.1: ......................................................................................................................... 24
Verkoop in de winkel, afstand & buiten de deur: ................................................................................. 24
Informatieplicht: ................................................................................................................................... 24
Examenterm 4.2: ......................................................................................................................... 25
Franco & onder rembours: ................................................................................................................... 25
Ex Works & Free on Board: ................................................................................................................... 25
Examenterm 5.2 .......................................................................................................................... 26
Kostensoorten: ..................................................................................................................................... 26
Liquiditeitsbegroting:............................................................................................................................ 26
Exploitatiebegroting: ............................................................................................................................ 26
Examenterm 5.3 .......................................................................................................................... 28
Bedrijfseconomische begrippen: .......................................................................................................... 28
Break-even-afzet: ................................................................................................................................. 28
Break-even-omzet: ............................................................................................................................... 28
Geschreven door: Lupsstudie // Bron: Leerwerkboek Niveau 3&4 Verkoop en Relatiebeheer
– MBO Rendement Commerciële Beroepen – Henk Tijssen, Inge Berg, Henk Ottema &
Evelien van Dijk.
Geschreven door: Lupsstudie // Bron: Leerwerkboek Niveau 3&4 Verkoop en Relatiebeheer
– MBO Rendement Commerciële Beroepen – Henk Tijssen, Inge Berg, Henk Ottema &
Evelien van Dijk.
,Inhoudsopgave
Examenterm 1.1 ............................................................................................................................ 4
AIDA-Model: ........................................................................................................................................... 4
VOCATIO-model:..................................................................................................................................... 4
VOITAR-model: ....................................................................................................................................... 4
Examenterm 1.3 ............................................................................................................................ 6
ZBMO-model: ......................................................................................................................................... 6
Examenterm 1.4 ............................................................................................................................ 7
VOITAR-model: ....................................................................................................................................... 7
Examenterm 1.5 .......................................................................................................................... 11
Zoekmachine adverteren:..................................................................................................................... 11
Affiliatie marketing: .............................................................................................................................. 11
Zoekmachine adverteren:..................................................................................................................... 11
Webvertising & appvertising: ............................................................................................................... 11
Examenterm 2.2 .......................................................................................................................... 12
Beursverkoop: ...................................................................................................................................... 12
Catalogusverkoop: ................................................................................................................................ 12
Klantenservice: ..................................................................................................................................... 12
Indirect contact via distributiepartners: ............................................................................................... 12
Examenterm 2.4 .......................................................................................................................... 13
Sales-funnel: ......................................................................................................................................... 13
Rayonnering: ........................................................................................................................................ 14
Koopcentrum: .................................................................................. Fout! Bladwijzer niet gedefinieerd.
DMU & PSU:.......................................................................................................................................... 14
Examenterm 2.5: ......................................................................................................................... 15
Klantretentie:........................................................................................................................................ 15
Klantpiramide: ...................................................................................................................................... 15
Customer rating: ................................................................................................................................... 15
CRM: ..................................................................................................................................................... 16
Sellogram: ............................................................................................................................................. 17
Examenterm 2.6: ......................................................................................................................... 18
Acquisitie: ............................................................................................................................................. 18
Actieve-verkoop: .................................................................................................................................. 18
Receptieve verkoop: ............................................................................................................................. 18
Persoonlijke verkoop: ........................................................................................................................... 18
Cold canvassing: ................................................................................................................................... 18
Examenterm 3.4: ......................................................................................................................... 20
Adoptieproces: ..................................................................................................................................... 20
Adoptiecategorieën: ............................................................................................................................. 20
Examenterm 3.5: ......................................................................................................................... 21
Behoeftenpiramide van Maslow: ......................................................................................................... 21
Examenterm 3.6: ......................................................................................................................... 22
High & low involvement: ...................................................................................................................... 22
Cognitieve dissonantie: ........................................................................................................................ 22
Geschreven door: Lupsstudie // Bron: Leerwerkboek Niveau 3&4 Verkoop en Relatiebeheer
– MBO Rendement Commerciële Beroepen – Henk Tijssen, Inge Berg, Henk Ottema &
Evelien van Dijk.
, Selectieve Perceptie: ............................................................................................................................ 22
Examenterm 3.8: ......................................................................................................................... 23
Aankoop beslissingen: .......................................................................................................................... 23
Examenterm 4.1: ......................................................................................................................... 24
Verkoop in de winkel, afstand & buiten de deur: ................................................................................. 24
Informatieplicht: ................................................................................................................................... 24
Examenterm 4.2: ......................................................................................................................... 25
Franco & onder rembours: ................................................................................................................... 25
Ex Works & Free on Board: ................................................................................................................... 25
Examenterm 5.2 .......................................................................................................................... 26
Kostensoorten: ..................................................................................................................................... 26
Liquiditeitsbegroting:............................................................................................................................ 26
Exploitatiebegroting: ............................................................................................................................ 26
Examenterm 5.3 .......................................................................................................................... 28
Bedrijfseconomische begrippen: .......................................................................................................... 28
Break-even-afzet: ................................................................................................................................. 28
Break-even-omzet: ............................................................................................................................... 28
Geschreven door: Lupsstudie // Bron: Leerwerkboek Niveau 3&4 Verkoop en Relatiebeheer
– MBO Rendement Commerciële Beroepen – Henk Tijssen, Inge Berg, Henk Ottema &
Evelien van Dijk.
