Marketing Exam 2 Set 7: Personal Selling and Sales Force

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7 Terms

1
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What is personal selling?

Personal presentation by the sales force to make sales and build customer relationships.

2
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What are the 7 steps of the selling process?

Prospecting/qualifying, pre-approach, approach, presentation/demonstration, handling objectives, closing, follow-up.

3
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Territorial sales force structure?

One rep per geographic area. Pro: clear responsibility, low travel. Con: reps sell everything.

4
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Product sales force structure?

Reps specialize by product. Pro: understand needs. Con: possible duplicate coverage.

5
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Customer sales force structure?

Reps specialize by customer type. Pro: understands needs. Con: possible duplicate coverage.

6
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Complex sales force structure?

A combination of structures. Pro: flexible. Con: costly and complicated.

7
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Elements of sales force management?

Design strategy/structure, recruit/select, train, compensate, supervise/motivate, evaluate.