Integrated Marketing Communications: Personal Selling and Sales Promotion

Vocabulary flashcards based on the key concepts of Integrated Marketing Communications and personal selling techniques from the lecture notes.

Personal Selling

A form of person-to-person communication where a salesperson interacts directly with prospective buyers to identify their purchasing needs.

CRM

Customer Relationship Management; tools and strategies used by companies to manage interactions with customers and potential customers.

Sales Presentation

The stage where a salesperson presents a product or service to a customer, highlighting its features and benefits.

Sales Force Management

The process of analyzing, planning, implementing, and controlling sales force activities.

Follow-up

The final step in personal selling aimed at reducing post-purchase anxiety and strengthening customer relationships.

SPIN Method

A sales technique involving Situational, Problem, Implication, and Need-payoff questions used to identify and address customer needs.

Sales Promotion

Short-term incentives aimed at encouraging the purchase or sale of a product or service.

Objections

Reasons given by prospects for not buying a product or service; important to effectively address these during sales.

Lead Generation

The process of identifying and attracting potential customers for a business's products or services.

Sales Activities

Various tasks performed by salespeople including working with others, servicing products, managing information, and training.