Prospect and qualify is the step in the creative selling process in which the salesperson ________.

Promotions that focus on members of the "trade", which include distribution channel members, such as retail salespeople or which include distribution channel members, such as retail salespeople or wholesale distributors, that a firm must work with in order to sell its products

reimburses the retailer for in-store support of the product

a discount to retailer or wholesaler based on the volume of product ordered

A sales promotion where the manufacturer and the retailer share the cost

Events at which many companies set up elaborate exhibits to show their products, give away samples, distribute product literature, and troll for new business contacts

Goodies such as coffee mugs, T-shirts, and magnets given away to build awareness for a sponsor. Some freebies are distributed directly to consumers and business customers; others are intended for channel partners such as retailers and vendors.

In-store displays and signs

Point-of-Purchase (POP) displays

A bonus paid by a manufacturer to a salesperson, customer, or distributor for selling its product

________________ is the fastest-growing type of marketing communication

Any direct communication to a consumer or business recipient designed to generate a response in the form of an order, a request for further information, and/or a visit to a store or other place of business for purchase of a product

A collection of products offered for sale in book form, usually consisting of product descriptions accompanied by photos of the items

a brochure or pamphlet that offers a specific good or service at one point in time

Unlike a catalog retailer that offers a variety of merchandise through the mail, _________ is a brochure or pamphlet that offers a specific good or service at one point in time. This is a mail offer that has an advantage over a catalog because the sender can personalize it.

The use of the telephone to sell directly to consumers and business customers

The major issue on the horizon for _____ is whether they will be able to access cell phone numbers, as many consumers fear.

A direct marketing approach that allows the consumer to respond to a message by immediately contacting the provider to ask questions or order the product

Direct response advertising

Although for many companies the Internet has become the medium of choice for _____________, this technique is still alive and well in magazines, newspapers, and television

Advertising on TV that seeks a direct response including short commercials of less than two minutes, 30-minute or longer infomercials, and home shopping networks

Direct Response TV (DRTV)

Half-hour or hour-long commercials that that resemble a talk show but actually are sales pitches

Promotional and other e-commerce activities transmitted over mobile phones and other mobile devices, such as smartphones, and personal digital assistants (PDAs)

Marketing communication by which a company representative interacts directly with a customer or prospective customer to communicate about a good or service

___________ is not the same thing as ________.
__________ bypass channel intermediaries and sell directly from manufacturer to consumer through personal, one-to-one contact. Typically, independent sales representatives sell in person in a customer's home or place of business.

Direct selling, direct marketing.
Direct sellers

A salesperson whose primary function is to facilitate transactions that the customer initiates

A sales support person with a high level of technical expertise whose assists in product ddemonstrations

A salesperson who promotes the firm and tries to stimulate demand for a product but does not actually complete a sale

The person responsible for finding new customers and calling on them to present the company's products

A salesperson who works to develop long-term relationships with particular customers or to generate new sales

The sales function when handled by a team that may consists of a salesperson, a technical specialist, and others

Selling has moved from a ______, hard-sell approach to and approach based on _____ with customers

transactional, relationship

A form of personal selling that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer

A form of personal selling that involves securing, developing, and maintaining long-term relationships with profitable customers

The process of seeking out potential customers, analyzing needs, determining how product attributes might provide benefits for the customer, and them communicating that information

The first step in the creative selling process
A part of the selling process that includes identifying and developing a list of potential or prospective customers

Maintaining a customer relationship means building customer ______ and ______ --thus, you can count on the customer to provide future business and stick with you for the long haul

Prospect and Qualify> Preapproach> Approach> Sales Presentation> Handle Objections> Close> Follow-up

The Creative Selling Process

The second step of the creative selling process.
A part of the selling process that includes developing information about prospective customers and planning the sales interview

The third step in the creative selling process.
Though it is the first step of the actual sales presentation in which the salesperson tries to learn more about the customer's needs, create a good impression, and build rapport

The fourth step in the creative selling process.
The part of the selling process in which the salesperson directly communicates the value proposition to the customer and invites two-way communication

The fifth step in the creative selling process

The sixth stage of the creative sells process.
The stage of the selling process in which the salesperson actually asks the customer to buy the product

The seventh and final stage of the creative selling process.
The stage in which activities after the sale that provide important services to customers.

The process of planning, implementing, and controlling the personal selling function of an organization

________________ state what management expects the sales force to accomplish and when.

Firms that engage in relationship selling also state objectives that relate to customer _______, _____, ________ (or turnover). Other common objectives are new customer development, new product suggestions, training, reporting on competitive activity, and community involvement,

satisfaction, loyalty, and retention

Set Sales Force Objectives> Create a Sales Force Strategy> Recruit, Train, and Reward the Sales Force> Evaluate the Sales Force

Sales Force Strategy (process)

A set of customers, often defined by geographic boundaries, for whom a particular salesperson is responsible

Because the quality of a sales force can make or break a firm, a top priority for sales managers is to recruit and hire the right set of people to do the job. The ideal candidates exhibit good ______ skills, effective _______ skills, the ability to adapt their sales style from situation to situation, _______ (sticking with a task), and a high level of _________ ___________.

listening, follow-up, tenacity, personal organization