| A | B |
|---|
| preapproach | step in selling process in which salesperson learns as much as possible about product and prospective customers before making sales call. |
| prospecting | step in selling process in which salesperson identifies potential customers |
| approach | step in selling process where salesperson meets customer for first time |
| closing | step in selling process in which salesperson asks customer for sale |
| salesperson | individual acting for a company by performing one or more prospecting, communicating, servicing or information gathering activities |
| Customer relationship management (CRM) | managing detailed information about customers |
| sales force management | the analysis, planning, implementation and control of sales force activities |
| sales quota | standard that states the amount a salesperson should sell |
| organizational climate | felling that salespeople have about their opportunities, value and rewards for good performance |
| team selling | use of teams with people from sales, marketing, engineering, finance, tech support to service large complex accounts |
| territorial sales force structure | organization where each salesperson assigned to specific geographical region |
| product sales force structure | organizational structure in which salespeople specialize in selling only a portion of company's products |
| customer sales force structure | Organization under which salespeople specialize in selling only to certain customers or industries |
| complex sales force structure | combination of other structures to meet objectives of company and customers. |
