CH+16+Personal+Selling+and+Sales

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.

-**Personal selling:** interpersonal influence process involving a seller’s promotional presentation conducted on a person to person basis with the buyer. 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
 * __ Chapter 16 __**
 * 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.
 * 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