| A | B |
|---|
| A salesperson who suggests additional items to go with a product once the sale has been made is using | suggestion selling. |
| This selling process entails looking for new customers. | prospecting |
| The final step in managing a sales operation is to evaluate | sales performance. |
| This is a strategic planning technique that analyzes a company’s internal strengths and weaknesses. | SWOT analysis |
| Whether salespeople are new or experienced, entrepreneurs must provide | training. |
| The series of mental steps that a customer goes through when making a purchase. | buying process |
| A market share estimate is based on a | sales forecast. |
| A sales manager must be able to supervise and motivate salespeople, compensate them adequately, handle sales expenses and transportation issues, and maintain | high morale. |
| The salesperson’s first contact with a customer is the ____________________ when he or she can establish a professional and friendly relationship. | approach |
| Sales training must include a variety of ____________________. | foundational skills |
| When starting a new business, entrepreneurs must rely on market analysis and industry information for ____________________. | forecasting |
| The group of employees who are responsible for the selling process are your ____________________. | sales force |
| Evaluating the entire company's ____________________ as well as the performance of individual salespeople is critical to the future success of the business. | sales performance |
| Sales planning begins with determining the ____________________ potential and making sales forecasts. | market |
| There are three types of payment for salespeople: straight salary, straight commission, or ____________________. | salary and commission |
| Many order-getting positions involve calling on ____________________. | customers |
| feelings the buyer associates with the product | emotional buying motives |
| an estimate of sales for a specified period | sales forecast |
| selling that involves seeking out buyers and giving them a well-organized presentation | order getting |
| the advantages or personal satisfaction that customers will get from a product | customer benefits |
| the oral presentation made by a salesperson to a customer to make a sale | personal selling |
| conscious decisions for making a purchase | rational buying motives |
| the completion of a sale to a customer who has sought out a product | order taking |
| document that provides a means of monitoring and evaluating an outside sales rep's activities | sales call report |
