| advertising | The nonpersonal communication of information paid for by an identified sponsor, for example, an individual or an organization.
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| career path | The upward sequence of job movements during a sales career.
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| conceptual skills | The ability to see the selling process as a whole and the relationship among its parts.
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| customer contact person | Another name for a salesperson.
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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.
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| distribution | The channel structure used to transfer products from an organization to its customers.
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| Golden Rule of Personal Selling | The sales philosophy of unselfishly treating others as you would like to be treated.
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| human skills | The seller's ability to work with and through other people.
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| manufacturer's sales representative | A person who works for an organization that produces a product.
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| marketing | The process of planning and executing the conception, pricing, promotion, and distribution of goods, services, and ideas to create exchanges that satisfy individual and organizational objectives.
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| marketing concept | A philosophy of business maintaining that the satisfaction of customer needs and wants is the economic and social reason for a firm's existence and that the firm should therefore direct its activities toward fulfilling those needs and wants, yielding, at the same time, longterm profitability.
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| marketing mix | The four main elements used by a marketing manager to market goods and services. These elements are product, price, distribution or place, and promotion.
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| good | A physical object for sale.
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| order-getter | Salespeople who get new and repeat business using a creative sales strategy and a well-executed sales presentation.
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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.
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| personal selling | Personal communication of information to unselfishly persuade a prospective customer to buy something--a good, service, idea, or something else-- that satisfies that individual's needs.
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| price | The value or worth of a product.
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| product | One of the four main elements of the marketing mix, it is a bundle of tangible and intangible attributes, including packaging, color, and brand, plus the services and even the reputation of the seller.
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| promotion | One of the four main elements of the marketing mix, it increases company sales by communicating product information to potential customers.
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| publicity | The nonpersonal communication of information that is not paid for by an individual or organization.
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| retail salesperson | This individual sells goods or services to customers for their personal, nonbusiness use.
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| rule | A prescribed guide for conduct or action.
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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 a follow-up to ensure purchase satisfaction.
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| sales promotion | Activities and materials used to create sales of goods and services.
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| service | Making a contribution to the welfare of others; the product which is an action or activity done for others for a fee.
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| technical skills | The understanding of and proficiency in the performance of specific tasks.
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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.
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