Personal Selling and Sales Promotion Vocabulary

Flashcards for Personal Selling and Sales Promotion, covering key vocabulary and concepts.

Personal Selling

Personal presentations by a sales force to engage customers, make sales, and build customer relationships.

Salesperson

Represents a company to customers by prospecting, communicating, selling, servicing, gathering information, and building relationships.

Sales Force Management

Analyzing, planning, implementing, and controlling sales force activities.

Territorial Sales Force Structure

Sales force structured by assigning each salesperson to an exclusive geographic area.

Product Sales Force Structure

Sales force structured in which salespeople specialize in selling only a portion of the company’s products or lines.

Customer (or Market) Sales Force Structure

Sales force structured in which salespeople specialize in selling only to certain customers or industries.

Outside Sales Force (Field Sales Force)

Salespeople who travel to call on customers in the field.

Inside Sales Force

Salespeople who conduct business from their offices via telephone, the Internet, or visits from prospective buyers.

Team Selling

Using teams of people from different departments to service large, complex accounts.

Fixed Amount Compensation

The salary portion of a salesperson's compensation.

Variable Amount Compensation

The commission or bonuses portion of a salesperson's compensation.

Call Plan

A plan showing which customers and prospects to contact and when.

Sales Force Automation System

Computerized systems that support salespeople during their sales process.

Value Selling

Demonstrating and delivering superior customer value and capturing a fair return for both the customer and the company.

Sales Promotion

Short-term incentives to encourage the purchase or sale of a product or a service.

Consumer Promotions

Sales promotion aimed at final buyers to induce product trial or immediate purchase.

Trade Promotions

Sales promotion aimed at retailers and wholesalers to encourage them to carry, promote, and give shelf space to a brand.

Business Promotions

Sales promotion aimed at business customers to generate leads, stimulate purchases, reward customers, and motivate salespeople.

Samples

Offers of a trial amount of a product.

Coupons

Certificates that save buyers money when they purchase specified products.

Rebates (Cash Refunds)

Price reduction that occurs after the purchase; customer sends proof of purchase to the manufacturer, which then refunds part of the purchase price by mail.

Price Packs (Cents-off Deals)

Offers consumers savings off the regular price of a product.

Premiums

Goods offered either free or at low cost as an incentive to buy a product.

Advertising Specialties

Useful articles imprinted with an advertiser’s name, logo, or message that are given as gifts to consumers.

Point-of-Purchase (POP) Promotions

Displays and demonstrations that take place at the point of sale.

Event Marketing (or Event Sponsorships)

Creating a brand-marketing event or serving as a sole or participating sponsor of events created by others.

Discounts and Allowances

A reduction of the list price given by a seller to trade members in exchange for performance of certain functions.

Free Goods

Offer extra cases of merchandise to resellers who buy a certain quantity or who feature a certain flavor or size.

Push Money

Cash or gifts offered to resellers to push the manufacturer’s product.