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20 Cards in this Set
- Front
- Back
- 3rd side (hint)
Creativity
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The trait of having imagination and inventiveness and using it to come up with new solutions and ideas.
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Customer-Centric
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Process of making the customer the center of everything that the selling firm does.
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Customer Lifetime Value (CLV)
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The sum of the customer's purchases over its entire life.
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Customer Relationship Management (CRM)
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A system to organize info about customers, their needs, company info, and sales info.
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Customer Value Proposition (Value proposition)
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A salesperson's product or service will meet the prospect's needs and how that is different from the offerings of competitors.
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Distribution Channel
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Set of people and organizations responsible for the flow of products and services from the producer to the ultimate user.
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Emotional Intelligence
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The ability to effectively understand and use your own emotions and those of people with whom you interact.
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Field Salespeople
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Salespeople who spend time in the customer's place of business, communicating to the customer directly.
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Go-to-market Strategies
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Various options that firms have to sell their products.
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Inside Salespeople
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Salespeople who work at their employer's location and interact with customers by telephone or letter.
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Integrated Marketing Communications
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Coordinated Communication programs exploiting strengths of various communication vehicles to maximize total impact on customers.
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Manufacturers' Agents
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Independent businesspeople who are paid a commission by a manufacturer for all products and services the agents sell.
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Missionary Salespeople
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Salespeople who work for a manufacturer and promote the manufacturer's products to other firms.
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*Missionary:promote
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Multichannel Strategy
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The process of a firm using various go-to-market strategies at the same time.
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Personal Selling
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A process in which a seller finds and satisfies needs of a buyer to build a mutual, long-term benefit of both parties.
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Sales force-intensive Organization
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Firms whose go-to-market strategy relies heavily on salespeople.
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Six Sigma Selling Programs
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Programs designed to reduce errors introduced by the selling system.
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Trade Salespeople
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Salespeople who sell to firms that resell the products rather than using them within their own firms.
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24/7 Service
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A phrase that highlights the fact that customers expect a selling firm to be available 24 hours a day, 7 days a week.
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Value
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The total benefit that the seller's products and services provide to the buyer.
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