Sales Chapter 2 Part A

Salespeople will be more effective if they understand the concepts of marketing.

What does EPA stand for?

Process of identifying, anticipating and satisfying targeted customers needs and wants profitably.

What do each of the letters in "SWOT" stand for?

The order of the four phases of Professionel Selling is?

Selling directly to the end customer who will consume the product.

External factors that affect the company's ability to reach its target segment of customers.

Face to face interactions between sales people and their customers with the purpose of selling a product or service is?

The cost of a sales call is typically estimated to be between _____ dollars, depending on the industry and product.

The key to sales is to understand what the customer needs and wants before making a recommendation.

In order for segmentation to be successful, small groups need to be identified to be attractive.

Phase in the selling process where u the seller are asking for a commitment from the buyer or keeping the process workn'

Pricing strategies must be based on the concept of value.

Marketing tries to capitalize on the current market as well as a plan for 3 - 5 years out. 

External factors that may affect the company's ability to sell to customers are: US dollar, fuel $, trade laws and also:

Promotion strategies are all the things a company does to communicate its value to the customer.

Internal factors that could have a major impact, positive or negative on a company. 

Path that products take from raw goods inputs to manufacturers through to end-users.

Transactional sellers are less concerned of customers' needs and wants just as long as the customer buys.

The Five P's of Marketing are product, price, promotion, place (distribution) and?

People are the only element of the marketing mix that brings money into the company.

Producing a net profit of $100,000 for the year is an example of a marketing objective.

Name tags or embroidered names on clothing should be placed on which side of the body/shirt?

Salespeople are the "heart of the business."

External analysis looks at the company, specifically its strengths and weaknesses.

One pricing strategy is to evaluate the company's ROI. What does "ROI" stand for?

Group of decisions that a company makes in order to reach the targeted segment.

Acts in a manner that utilizes the best practices in a field to accomplish an objective related to an expected outcome.

Having knowledge, skill and attitude in the job environment

The process of helping people buy is?