Marketing 12.2

marketing terms

Personal Selling: is any form of direct contact between a salesperson and a customer.

organizational selling: involves sales exchanges that occur between 2 or more companies or business groups.

cold call: sales reps. visit without an appointment

Telemarteting: is a telephone solicitation to make a sale.

extensive decision making: is used when ther has been little or no previous experience with an item.

Limited decision making: is used when a person buys goods or services that he or she has purchased before but not regularly.

Routine decision making: is used when a person needs little information about a product that he or she is buying.

types of sales positions

Retail businesses: customer's come to a store to purchase goods.

Industrial/service Businesses: manufacturers, wholesalers, and many service bussinesses like banks and insurance campanies.

telemarketing firms: is a telephone solicitation to make a sale.

nonprofit organizations: used to make donations

internet web sites and sales: take orders over the internet or by phone and also advertises.



sales process

1. Approach the customer: greet the customer face-to-face

2. Determine needs: learning what the customer is looking for in oder to decide what products to show and which product features to present first in the next step of sales.

3. present the product: educating the customer about the product's features and benefits, as well as its advantages over the competition.

4. overcome objections: learning why the customer is reluctant to buy, providing information to remove that uncertainty and help the customer to make a satisfying buying decision.

5. close the sale: getting the customer's positive agreement to buy.

6. perform suggestion selling: suggesting additional merchandise or services that wiull save your customer money or help your customer better enjoy the orginal purchase.

7. build relationships: following up by creating a means of maintaining contact with the customer after the sale is completed.

extensive decision making: is used when ther has been little or no previous experience with an item.

Ex: Car

Limited decision making: is used when a person buys goods or services that he or she has purchased before but not regularly.

Ex. Phone

Routine decision making: is used when a person needs little information about a product that he or she is buying.

Ex: eggs

selling as a career option

benifits: successful salespeople may move up into a sales management position because their success is noticeable.


characteristics: honesty, good interpersonal skills, and problem solving ability.