Sales Management - D099
Study online at https://quizlet.com/_989ly7
1. relationship sell- sales technique that focuses on the interaction between the buyer and the sales-
ing person rather than the price or details of the product
2. value creation the performance of actions that increase the worth of goods, services, or even a
business
3. sales process incorporates actually selling the company's products or service to its customers
4. personal selling a type of selling that uses person-to-person interaction to sell products and
services
5. customer loyalty having a positive attitude toward a product or brand, which includes supportive
behavior from the customer
6. brand trust the willingness of the average consumer to rely on the ability of the brand to
perform its stated function
7. conversion rates the percentage of prospective customers who take a specific action you want
8. sales forecast the process of estimating future sales
9. operational bud- a plan for expenditures required to maintain the functioning of a business venture
get or public organization
10. product-market degree to which a product satisfies a strong market demand
fit
11. corporate struc- an organization's different departments or business units within a company to
ture achieve its overall mission and goals
12. functional struc- an organization structure that groups employees according to a specialized or
ture similar set of roles or tasks
13. modular struc- divides the business into small, tightly knit SBUs, which focus on specific elements
ture of the organizational process
, Sales Management - D099
Study online at https://quizlet.com/_989ly7
14. strategic busi- a profit center that focuses on product offering and market segment
ness unit
15. competitive ad- a condition or circumstance that puts a company in a favorable or superior
vantage business position
16. sustainable com- company assets, attributes, or abilities that are difficult to duplicate or exceed and
petitive advan- provide a superior or favorable long-term position over competitors
tage
17. customer rela- processes implemented by a company to handle its contact with customers with
tionship man- the goal of creating a unified customer experience to maximize retention
agement (CRM)
18. business intelli- the use of data in an enterprise to facilitate decision-making. It encompasses
gence (BI) understanding the actual operation of the company, as well as the anticipation of
future events, with the aim of providing knowledge to support business decisions
19. big data analytics large, complex data sets that require non-traditional data processing software to
predict trends and forecasts
20. organizational the principles and standards by which businesses operate and it is how an
ethics organization responds to an internal or external stimulus
21. marketing con- identifying customer needs and then producing the goods or services that will
cept satisfy those needs while making a profit for the organization
22. "right" principle getting the right goods or services to the right people at the right place, time, and
price, using the right promotional techniques
23. promotion the attempt by marketers to inform, persuade, or remind consumers and indus-
trial users to engage in the exchange process
, Sales Management - D099
Study online at https://quizlet.com/_989ly7
24. promotional mix the combination of advertising, personal selling, sales promotion, and public
relations used to promote a product
25. integrated mar- the careful coordination of all promotional activities to produce a consistent,
keting communi- unified message that is customer focused
cations (IMC)
26. customer jour- a framework that acknowledges a buyer's progression through a research and
ney decision process ultimately culminating in a purchase
27. AIDA attention, interest, desire, action
28. transactional sales strategy that involves focusing on achieving quick sales without a significant
selling attempt to form a long-term customer relationship
29. adaptive selling using social styles to customize a sales approach to the specific customer
30. social style ma- a model that categorizes people according to personality traits and how they
trix interact with others
31. analyticals want to know "how"
32. drivers wants to know "what"
33. amiables want to know "why"
34. expressives want to know "who"
35. law of psycholog- people tend to treat us the same way we treat them
ical reciprocity
36. consultative sell- sales approach where the seller becomes a trusted advisor to the customer and
ing builds a relationship to truly understand his or her needs
37. value exchange the quantified worth of one good or service expressed in terms of worth of another
Study online at https://quizlet.com/_989ly7
1. relationship sell- sales technique that focuses on the interaction between the buyer and the sales-
ing person rather than the price or details of the product
2. value creation the performance of actions that increase the worth of goods, services, or even a
business
3. sales process incorporates actually selling the company's products or service to its customers
4. personal selling a type of selling that uses person-to-person interaction to sell products and
services
5. customer loyalty having a positive attitude toward a product or brand, which includes supportive
behavior from the customer
6. brand trust the willingness of the average consumer to rely on the ability of the brand to
perform its stated function
7. conversion rates the percentage of prospective customers who take a specific action you want
8. sales forecast the process of estimating future sales
9. operational bud- a plan for expenditures required to maintain the functioning of a business venture
get or public organization
10. product-market degree to which a product satisfies a strong market demand
fit
11. corporate struc- an organization's different departments or business units within a company to
ture achieve its overall mission and goals
12. functional struc- an organization structure that groups employees according to a specialized or
ture similar set of roles or tasks
13. modular struc- divides the business into small, tightly knit SBUs, which focus on specific elements
ture of the organizational process
, Sales Management - D099
Study online at https://quizlet.com/_989ly7
14. strategic busi- a profit center that focuses on product offering and market segment
ness unit
15. competitive ad- a condition or circumstance that puts a company in a favorable or superior
vantage business position
16. sustainable com- company assets, attributes, or abilities that are difficult to duplicate or exceed and
petitive advan- provide a superior or favorable long-term position over competitors
tage
17. customer rela- processes implemented by a company to handle its contact with customers with
tionship man- the goal of creating a unified customer experience to maximize retention
agement (CRM)
18. business intelli- the use of data in an enterprise to facilitate decision-making. It encompasses
gence (BI) understanding the actual operation of the company, as well as the anticipation of
future events, with the aim of providing knowledge to support business decisions
19. big data analytics large, complex data sets that require non-traditional data processing software to
predict trends and forecasts
20. organizational the principles and standards by which businesses operate and it is how an
ethics organization responds to an internal or external stimulus
21. marketing con- identifying customer needs and then producing the goods or services that will
cept satisfy those needs while making a profit for the organization
22. "right" principle getting the right goods or services to the right people at the right place, time, and
price, using the right promotional techniques
23. promotion the attempt by marketers to inform, persuade, or remind consumers and indus-
trial users to engage in the exchange process
, Sales Management - D099
Study online at https://quizlet.com/_989ly7
24. promotional mix the combination of advertising, personal selling, sales promotion, and public
relations used to promote a product
25. integrated mar- the careful coordination of all promotional activities to produce a consistent,
keting communi- unified message that is customer focused
cations (IMC)
26. customer jour- a framework that acknowledges a buyer's progression through a research and
ney decision process ultimately culminating in a purchase
27. AIDA attention, interest, desire, action
28. transactional sales strategy that involves focusing on achieving quick sales without a significant
selling attempt to form a long-term customer relationship
29. adaptive selling using social styles to customize a sales approach to the specific customer
30. social style ma- a model that categorizes people according to personality traits and how they
trix interact with others
31. analyticals want to know "how"
32. drivers wants to know "what"
33. amiables want to know "why"
34. expressives want to know "who"
35. law of psycholog- people tend to treat us the same way we treat them
ical reciprocity
36. consultative sell- sales approach where the seller becomes a trusted advisor to the customer and
ing builds a relationship to truly understand his or her needs
37. value exchange the quantified worth of one good or service expressed in terms of worth of another
