Sales Management - D099
Question 1.
relationship selling
ANSWER
sales technique that focuses on the interaction between the buyer and the salesperson rather than the price or details of the product
Question 2.
value creation
ANSWER
the performance of actions that increase the worth of goods, services, or even a business
Question 3.
sales process
ANSWER
incorporates actually selling the company's products or service to its customers
Question 4.
personal selling
ANSWER
a type of selling that uses person-to-person interaction to sell products and services
Question 5.
customer loyalty
ANSWER
having a positive attitude toward a product or brand, which includes supportive behavior from the customer
Question 6.
brand trust
ANSWER
the willingness of the average consumer to rely on the ability of the brand to perform its stated function
Question 7.
conversion rates
ANSWER
the percentage of prospective customers who take a specific action you want
, Question 8.
sales forecast
ANSWER
the process of estimating future sales
Question 9.
operational budget
ANSWER
a plan for expenditures required to maintain the functioning of a business venture or public organization
Question 10.
product-market fit
ANSWER
degree to which a product satisfies a strong market demand
Question 11.
corporate structure
ANSWER
an organization's different departments or business units within a company to achieve its overall mission and goals
Question 12.
functional structure
ANSWER
an organization structure that groups employees according to a specialized or similar set of roles or tasks
Question 13.
modular structure
ANSWER
divides the business into small, tightly knit SBUs, which focus on specific elements of the organizational process
Question 14.
strategic business unit
ANSWER
a profit center that focuses on product offering and market segment
Question 15.
competitive advantage
ANSWER
a condition or circumstance that puts a company in a favorable or superior business position
, Question 16.
sustainable competitive advantage
ANSWER
company assets, attributes, or abilities that are difficult to duplicate or exceed and provide a superior or favorable long-term position over competitors
Question 17.
customer relationship management (CRM)
ANSWER
processes implemented by a company to handle its contact with customers with the goal of creating a unified customer experience to maximize retention
Question 18.
business intelligence (BI)
ANSWER
the use of data in an enterprise to facilitate decision-making. It encompasses 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
Question 19.
big data analytics
ANSWER
large, complex data sets that require non-traditional data processing software to predict trends and forecasts
Question 20.
organizational ethics
ANSWER
the principles and standards by which businesses operate and it is how an organization responds to an internal or external stimulus
Question 21.
marketing concept
ANSWER
identifying customer needs and then producing the goods or services that will satisfy those needs while making a profit for the organization
Question 22.
"right" principle
ANSWER
getting the right goods or services to the right people at the right place, time, and price, using the right promotional techniques
Question 23.
promotion
ANSWER
the attempt by marketers to inform, persuade, or remind consumers and industrial users to engage in the exchange process
, Question 24.
promotional mix
ANSWER
the combination of advertising, personal selling, sales promotion, and public relations used to promote a product
Question 25.
integrated marketing communications (IMC)
ANSWER
the careful coordination of all promotional activities to produce a consistent, unified message that is customer focused
Question 26.
customer journey
ANSWER
a framework that acknowledges a buyer's progression through a research and decision process ultimately culminating in a purchase
Question 27.
AIDA
ANSWER
attention, interest, desire, action
Question 28.
transactional selling
ANSWER
sales strategy that involves focusing on achieving quick sales without a significant attempt to form a long-term customer relationship
Question 29.
adaptive selling
ANSWER
using social styles to customize a sales approach to the specific customer
Question 30.
social style matrix
ANSWER
a model that categorizes people according to personality traits and how they interact with others
Question 31.
analyticals
ANSWER
want to know "how"
Question 1.
relationship selling
ANSWER
sales technique that focuses on the interaction between the buyer and the salesperson rather than the price or details of the product
Question 2.
value creation
ANSWER
the performance of actions that increase the worth of goods, services, or even a business
Question 3.
sales process
ANSWER
incorporates actually selling the company's products or service to its customers
Question 4.
personal selling
ANSWER
a type of selling that uses person-to-person interaction to sell products and services
Question 5.
customer loyalty
ANSWER
having a positive attitude toward a product or brand, which includes supportive behavior from the customer
Question 6.
brand trust
ANSWER
the willingness of the average consumer to rely on the ability of the brand to perform its stated function
Question 7.
conversion rates
ANSWER
the percentage of prospective customers who take a specific action you want
, Question 8.
sales forecast
ANSWER
the process of estimating future sales
Question 9.
operational budget
ANSWER
a plan for expenditures required to maintain the functioning of a business venture or public organization
Question 10.
product-market fit
ANSWER
degree to which a product satisfies a strong market demand
Question 11.
corporate structure
ANSWER
an organization's different departments or business units within a company to achieve its overall mission and goals
Question 12.
functional structure
ANSWER
an organization structure that groups employees according to a specialized or similar set of roles or tasks
Question 13.
modular structure
ANSWER
divides the business into small, tightly knit SBUs, which focus on specific elements of the organizational process
Question 14.
strategic business unit
ANSWER
a profit center that focuses on product offering and market segment
Question 15.
competitive advantage
ANSWER
a condition or circumstance that puts a company in a favorable or superior business position
, Question 16.
sustainable competitive advantage
ANSWER
company assets, attributes, or abilities that are difficult to duplicate or exceed and provide a superior or favorable long-term position over competitors
Question 17.
customer relationship management (CRM)
ANSWER
processes implemented by a company to handle its contact with customers with the goal of creating a unified customer experience to maximize retention
Question 18.
business intelligence (BI)
ANSWER
the use of data in an enterprise to facilitate decision-making. It encompasses 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
Question 19.
big data analytics
ANSWER
large, complex data sets that require non-traditional data processing software to predict trends and forecasts
Question 20.
organizational ethics
ANSWER
the principles and standards by which businesses operate and it is how an organization responds to an internal or external stimulus
Question 21.
marketing concept
ANSWER
identifying customer needs and then producing the goods or services that will satisfy those needs while making a profit for the organization
Question 22.
"right" principle
ANSWER
getting the right goods or services to the right people at the right place, time, and price, using the right promotional techniques
Question 23.
promotion
ANSWER
the attempt by marketers to inform, persuade, or remind consumers and industrial users to engage in the exchange process
, Question 24.
promotional mix
ANSWER
the combination of advertising, personal selling, sales promotion, and public relations used to promote a product
Question 25.
integrated marketing communications (IMC)
ANSWER
the careful coordination of all promotional activities to produce a consistent, unified message that is customer focused
Question 26.
customer journey
ANSWER
a framework that acknowledges a buyer's progression through a research and decision process ultimately culminating in a purchase
Question 27.
AIDA
ANSWER
attention, interest, desire, action
Question 28.
transactional selling
ANSWER
sales strategy that involves focusing on achieving quick sales without a significant attempt to form a long-term customer relationship
Question 29.
adaptive selling
ANSWER
using social styles to customize a sales approach to the specific customer
Question 30.
social style matrix
ANSWER
a model that categorizes people according to personality traits and how they interact with others
Question 31.
analyticals
ANSWER
want to know "how"
