PROFESSIONAL SELLING CHAPTER 1 & 2
Personal Selling: - Answers- Human-driven interaction btw + w/in
individuals/organizations.
Go-to-market strategies - Answers- Selling through:
a. Internet
b. Field sales reps
c. Business partners
d. Resellers
e. Manufacturer agents
f. Franchises
g. Telemarketers
Customer life-time value - Answers- estimated value of customer over lifetime of
relationship
Sales force-Intensive organizations - Answers- rely heavily on salespeople
Integrated marketing communications - Answers- communication programs that
coordinate use of various vehicles
Personal Value Equation - Answers- Benefits received - (Selling price + Time & effort to
purchase)
Multi-channel strategy - Answers- using several strategies at same time
Manufacturer's agent: - Answers- independent businesspeople paid commission by
manufacturer for any sales (Avon)
Missionary Salespeople: - Answers- work for manufacturer/ promote products to other
firms (pharmaceutical sales/ Black & Decker)
Stage of buyer-seller relationship - Answers- selling to prospects require different skills
than existing customer
Salesperson's role - Answers- taking orders/ creating new solutions (recommending
products)
Importance of the purchase decision: - Answers- major/ minor purchase
Field Salespeople - Answers- face-to-face sales/ travel to customer
Inside salespeople - Answers- communicate w/ customer via phone, computer, on-site
Nature of the offering: - Answers- types of benefits provided
Personal Selling: - Answers- Human-driven interaction btw + w/in
individuals/organizations.
Go-to-market strategies - Answers- Selling through:
a. Internet
b. Field sales reps
c. Business partners
d. Resellers
e. Manufacturer agents
f. Franchises
g. Telemarketers
Customer life-time value - Answers- estimated value of customer over lifetime of
relationship
Sales force-Intensive organizations - Answers- rely heavily on salespeople
Integrated marketing communications - Answers- communication programs that
coordinate use of various vehicles
Personal Value Equation - Answers- Benefits received - (Selling price + Time & effort to
purchase)
Multi-channel strategy - Answers- using several strategies at same time
Manufacturer's agent: - Answers- independent businesspeople paid commission by
manufacturer for any sales (Avon)
Missionary Salespeople: - Answers- work for manufacturer/ promote products to other
firms (pharmaceutical sales/ Black & Decker)
Stage of buyer-seller relationship - Answers- selling to prospects require different skills
than existing customer
Salesperson's role - Answers- taking orders/ creating new solutions (recommending
products)
Importance of the purchase decision: - Answers- major/ minor purchase
Field Salespeople - Answers- face-to-face sales/ travel to customer
Inside salespeople - Answers- communicate w/ customer via phone, computer, on-site
Nature of the offering: - Answers- types of benefits provided
