Chapter 13 Entrepreneurship

Regular wages an employee receives from an employer

Which is not a trait of a successful sales person

An estimate of sales for a given period, such as next quarter

What is the final step in the selling process?

A conscious, logical reason to make a purchase

Individual psychological well-being based upon a sense of confidence, usefulness, and purpose

A written record of sales transactions

A geographical area in which existing and potential customers are grouped

Selling conducted by direct communication with the prospect

Involves determining the goals and timing of sales efforts

Concerns, hesitations, doubts, and other reasons a customer has for not making a purchase

A fee for services rendered based on a percentage of an amount sold

A potential customer

A performance goal assigned to a salesperson for a specific period

A feeling a buyer associates with a product

An account of sales activities

What does the AIDA concept stand for?

The salesperson's first contact with the customer

What does SWOT stand for?

A systematic approach to developing new sales leads or customers

The completion of a sale to a customer who sought out a product

The marketing activities that precede a salesperson's approach to a prospective customer

Advantages of personal satisfaction that a customer will get from the product

What are the three types of knowledge a sales person should possess?

The group of employees involved in the selling process

If we purchase $100 worth of shirts, what is the sales tax paid in Bensalem?

Which of the following is a step in the Selling Process?

A series of steps a customer goes through when making a purchase

Selling additional goods or services to the customer

Seeking out buyers and giving them a well-organized presentation