| A | B |
|---|
| personal selling | the oral presentation made by a salesperson to help a customer make a buying decision |
| order getting | seeking out buyers and giving them a well-organized presentation |
| order taking | the completion of a sale to a customer who has sought out a product |
| customer benefits | the advantages or personal satisfaction that customers will get from the product |
| rational buying motives | conscious decisions for making a purchase |
| emotional buying motives | feelings the buyer associates with the product |
| buying process | the series of mental steps that a customer goes through when making a purchase |
| prospecting | looking for new customers |
| sales call report | salesperson's record reporting information such as the number of calls made, orders taken, miles traveled, days worked, new prospects contacted, and new accounts sold |
| sales forecast | an estimate of sales for a specified period |
| sales quota | a goal assigned to a salesperson for a specific period |
