Midterm Exam Study Guide

Chapter 1: Sales and Today’s Sales Role

Sales: the exchange of a product or service for money

Account Management: takes care of existing clients

New Business Development: hunt for new businesses

Missionary Selling: focuses on educating customers about a product

Sales Engineer: use technical and scientific expertise to help develop appropriate solutions for customers and prospective customers

Outside Sales Rep: sell in person and work a defined territory

Inside Sales Rep: use the telephone or voice over internet protocol to approach and sell to customer and potential buyers  

Chapter 2: The Buying Process

Business-to-Business: Business transaction between two organizations

Business-to-Consumer: Business transaction between a consumer and a business

Buyer: Person responsible for making the purchase

Buying Organization: The organization making the purchase

Salesperson: Person responsible for selling the product or service

Supplier/Vendor: The organization selling the product or service

The Buying Process: All the considerations, evaluations, and decisions involved in choosing whether to purchase a product or service

Chapter 6: The Purpose of a Sales Call

Sales Call: An interaction that a salesperson has with a prospect or customer

Purpose of a Sales Call: to either close the sale or progress into the next stage of the sales process

Components of a Sales Call:

Approach

Discovery

Presentation

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