Stanley J. Shapiro
Kenneth B. Wong,
Queens School of Business
William D. Perreault,
University of North Carolina
E. Jerome McCarthy,
Michigan State University
| Close | The salesperson's request for an order.
(See Refer to page(s) 475)
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| Consultative selling approach | A type of sales presentation in which the salesperson develops a good understanding of the individual customer's needs before trying to close the sale.
(See Refer to page(s) 475)
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| Job description | A written statement of what a salesperson is expected to do.
(See Refer to page(s) 469)
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| Major accounts salesforce | Salespeople who sell directly to large accounts, such as major retail chain stores.
(See Refer to page(s) 464)
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| Missionary salespeople | Supporting salespeople who work for producers by calling on their intermediaries and their customers.
(See Refer to page(s) 461)
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| Order getters | Salespeople concerned with establishing relationships with new customers and developing new business.
(See Refer to page(s) 458)
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| Order getting | Seeking possible buyers with a well-organized sales presentation designed to sell a product, service, or idea.
(See Refer to page(s) 458)
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| Order takers | Salespeople who sell to regular or established customers, complete most sales transactions, and maintain relationships with their customers.
(See Refer to page(s) 459)
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| Order taking | The routine completion of sales made regularly to the target customers.
(See Refer to page(s) 459)
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| Prepared sales presentation | A memorized presentation that is not adapted to each individual customer.
(See Refer to page(s) 475)
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| Prospecting | Following all the leads in the target market to identify potential customers.
(See Refer to page(s) 473)
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| Sales presentation | A salesperson's effort to make a sale or address a customer's problem.
(See Refer to page(s) 475)
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| Sales quota | The specific sales or profit objective a salesperson is expected to achieve.
(See Refer to page(s) 473)
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| Sales territory | A geographic area that is the responsibility of one salesperson or several working together.
(See Refer to page(s) 464)
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| Selling formula approach | A sales presentation that starts with a prepared presentation outline-much like the prepared approach- and leads the customer through some logical steps to a final close.
(See Refer to page(s) 475)
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| Supporting salespeople | Salespeople who help the order-oriented salespeople but don't try to get orders themselves.
(See Refer to page(s) 461)
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| Team selling | Different sales reps working together on a specific account.
(See Refer to page(s) 462)
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| Technical specialists | Supporting salespeople who provide technical assistance to order-oriented salespeople.
(See Refer to page(s) 462)
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| Telemarketing | Using the telephone to call on customers or prospects.
(See Refer to page(s) 464)
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2002 McGraw-Hill Higher Education