Professional Selling Overview

These flashcards cover essential vocabulary and concepts related to professional selling as discussed in the lecture notes.

Professional Selling

The profession of building customer relationships and offering goods or services that provide value to customers via buyer-to-seller interaction.

Building Relationships of Trust

A key component of professional selling that focuses on establishing long-term connections with customers to support better sales outcomes.

Imperfect Information

A situation where customers lack complete knowledge about products or services, affecting their purchasing decisions.

Value Provision

The process by which salespeople identify customer problems and offer solutions that meet their needs.

B2B Sales

Business-to-business sales, where salespeople sell directly to other businesses rather than to end consumers.

B2C Sales

Business-to-consumer sales, where salespeople sell directly to the individual who purchases the product for personal use.

Inbound Selling

Sales approach where the salesperson sells to potential customers who initiated contact with the company.

Outbound Selling

Sales approach where the salesperson reaches out to potential customers who did not initially contact the company.

Sales Responsibilities

Tasks that salespeople may perform, including calling new customers, product demonstrations, and closing deals.

Salesperson Roles

Various job titles within professional selling, such as Business Development Rep, Sales Executive, and Account Manager.

Strategic Role of Salesperson

The multifaceted position of a salesperson that includes building relationships, understanding customer needs, and executing company strategy.

Champion of the Customer

The role of salespeople in advocating for customer needs within an organization.