Charles M. Futrell,
Texas A&M University
| 80/20 principle | A situation in which a few key or large accounts bring in 80 percent of profitable sales although they
(See 27)
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| career path | The upward sequence of job movements during a sales career.
(See 11)
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| direct sellers | Sellers who sell face-to-face to consumers-typically in their homes-who use products for their personal use.
(See 7)
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| E-selling | Selling using any form of electronics.
(See 25)
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| manufacturer's sales representative | A person who works for an organization that produces a product.
(See 8)
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| order-getter | Salespeople who get new and repeat business by using a creative sales strategy and a well-executed sales presentation.
(See 10)
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| order-taker | Salespeople who only take orders by asking what the customer wants or waiting for the customer to order. They have no sales strategy and use no sales presentation.
(See 9)
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| partnering | --undefined--
(See 27)
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| personal selling | Personal communication of information to persuade a prospective customer to buy something-a good, service, idea, or something else-that satisfies that individual's needs.
(See 3)
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| relationship marketing | --undefined--
(See 26)
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| relationship selling | When the seller contacts the customer after the purchase to determine if the customer is satisfied and has future needs.
(See 27)
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| retail salesperson | This individual sells goods or services to customers for their personal, nonbusiness use.
(See 7)
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| sales process | A sequential series of actions by the salesperson that leads toward the prospect taking a desired action and ends with follow-up to ensure purchase satisfaction.
(See 28)
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| territory manager | A person who plans, organizes, and executes activities that increase sales and profits in a given territory.
(See 23)
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| transaction selling | When a customer is sold a product and not contacted again.
(See 27)
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| wholesale salesperson | A person who sells products to parties for resale, use in producing other goods or services, or operating an organization.
(See 8)
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2002 McGraw-Hill Higher Education