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Sales Management - D099 Flashcards _ 100- sure answers(1).pdf
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Sales Management - D099 Flashcards _ 100- sure answers(1).pdf
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9/25/24, 8:44 PMdslu
Sales Management - D099
Jeremiah
Practice questions for this set
Terms in this set (263)
sales technique that focuses on the interaction between the buyer and the salesperson
relationship selling
rather than the price or details of the product
the performance of actions that increase the worth of goods, services, or even a
value creation
business
sales process incorporates actually selling the company's products or service to its customers
personal selling a type of selling that uses person-to-person interaction to sell products and services
having a positive attitude toward a product or brand, which includes supportive
customer loyalty
behavior from the customer
the willingness of the average consumer to rely on the ability of the brand to perform
brand trust
its stated function
conversion rates the percentage of prospective customers who take a specific action you want
sales forecast the process of estimating future sales
a plan for expenditures required to maintain the functioning of a business venture or
operational budget
public organization
product-market fit degree to which a product satisfies a strong market demand
an organization's different departments or business units within a company to achieve
corporate structure
its overall mission and goals
an organization structure that groups employees according to a specialized or similar
functional structure
set of roles or tasks
divides the business into small, tightly knit SBUs, which focus on specific elements of
modular structure
the organizational process
strategic business unit a profit center that focuses on product offering and market segment
a condition or circumstance that puts a company in a favorable or superior business
competitive advantage
position
company assets, attributes, or abilities that are difficult to duplicate or exceed and
sustainable competitive advantage
provide a superior or favorable long-term position over competitors
processes implemented by a company to handle its contact with customers with the
customer relationship management (CRM)
goal of creating a unified customer experience to maximize retention
the use of data in an enterprise to facilitate decision-making. It encompasses
business intelligence (BI) understanding the actual operation of the company, as well as the anticipation of future
events, with the aim of providing knowledge to support business decisions
large, complex data sets that require non-traditional data processing software to
big data analytics
predict trends and forecasts
the principles and standards by which businesses operate and it is how an organization
organizational ethics
responds to an internal or external stimulus
1/5
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identifying customer needs and then producing the goods or services that will satisfy
marketing concept
those needs while making a profit for the organization
getting the right goods or services to the right people at the right place, time, and
"right" principle
price, using the right promotional techniques
the attempt by marketers to inform, persuade, or remind consumers and industrial users
promotion
to engage in the exchange process
the combination of advertising, personal selling, sales promotion, and public relations
promotional mix
used to promote a product
the careful coordination of all promotional activities to produce a consistent, unified
integrated marketing communications (IMC)
message that is customer focused
a framework that acknowledges a buyer's progression through a research and decision
customer journey
process ultimately culminating in a purchase
AIDA attention, interest, desire, action
sales strategy that involves focusing on achieving quick sales without a significant
transactional selling
attempt to form a long-term customer relationship
adaptive selling using social styles to customize a sales approach to the specific customer
2/5
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