Jamie Dosanjh
morgan adams
Derek Dovale

Personal Selling – Interpersonal influence process involving a seller’s promotional presentation conducted on a person-to-person basis with the buyer
Over the Counter selling – Personal selling conducted in retail and some wholesale locations in which customers come to the seller’s place of business
Field Selling – Sales presentations made at prospective customers’ locations on a face-to-face basis
Telemarketing – Promotional presentation involving the use of the telephone on an outbound basis by salespeople or on an inbound basis by customers who initiate calls to obtain information and place orders.
Inside Selling – Selling by phone, mail, and electronic commerce
Relationship Selling – Regular contacts between sales representatives and customers over an extended period to establish a sustained seller-buyer relationship
Consultative Selling – Meeting customer needs by listening to customers, understanding their problems, paying attention to details, and following through after the sale.
Team Selling – Selling situation in which several sales associates or other members of the organization are recruited to assist the lead sales representative in reaching all those who influence the purchase decision
Order Processing – Selling mostly at the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers, and completing orders
Creative Selling – Personal selling that involves situations in which a considerable degree of analytical decision making on the buyer’s part results in the need for skillful proposals of solutions for the customer’s needs.
Missionary Selling – Indirect type of selling in which specialized sales people promote the firms goodwill among indirect customers, often by assisting customers in product use.
Sales Promotion – Marketing activities other than personal selling, advertising, guerilla marketing and public relations that stimulate consumer purchasing and dealer effectiveness
Specialty Advertising – Sales Promotion technique that places the advertiser’s name, address, and advertising message on useful articles that are then distributed to target consumers.
Trade Promotion – Sales promotion that appeals to marketing intermediaries rather than consumers
Point-Of-Purchase (POP) Advertising – Display or other promotion located near the site of the actual buying decision.

Chapter 16
-Personal selling: interpersonal influence process involving a seller’s promotional presentation conducted on a person to person basis with the buyer.
Over-the-counter selling-Personal-Personal selling conducted in retail and some wholesale locations in which customers come to the seller’s place of business.
Field selling: Sales presentations made at prospective customers locations on a face-to-face basis.
Telemarketing: Promotional presentation involving the use of the telephone on an outbound basis by salespeople or an inbound basis by customers who initiate calls to obtain information and place orders
Inside selling: Selling by phone, mail and electronic commerce
Relationship selling: Regular contracts between sales representatives and customers over an extended period to establish a sustained seller0-buyer relationship.
Consultative selling: Meeting customer needs by listening to customers, understanding their problems, paying attention to details, and following through after the sale
Team selling: Selling situation in which several sales associates or other members of the organization are recruited to assist the lead sales representative in reaching all those who influence the purchase decision
Order Processing: Selling, mostly at the wholesale and retail levels, that involves identifying customer needs, pointing them out to customers and competing orders.
Creative selling: Personal selling that involves situations in which a considerable degree of analytical decision marking on the buyer’s part results in the need for skillful proposals of solutions for the customer’s needs.
Missionary selling: Indirect type of selling in which specialized salespeople promote the firm’s goodwill among indirect customers, often by assisting customers in product use.
Sales Promotion: Marketing activities other than personal selling, advertising, and publicity that enhance consumer purchasing and dealer effectiveness.
Specialty advertising: technique that places the advertiser’s name, address, and ad message on useful articles that are distributed to target customers
Trade promotion: Sales promotion that appeals to marketing intermediaries rather than to customers
Point of purchase: Display or other promotion located near the site of the actual buying decision