Marketing 3410 Chapter 6
sales call - correct answer an in-person meeting between a salesperson or sales
team and one or more buyers to discuss business
sales dialogue - correct answer business conversations over time between buyers
and sellers that occur as salespeople attempt to initiate, develop, and enhance
customer relationships. Should be customer-focused and have a clear purpose
sales presentations - correct answer comprehensive communications that convey
multiple points designed to persuade the prospect or customer to make a purchase
canned presentation - correct answer -scripted sales calls, memorized
presentations, and automated presentations
-can be complete and logically structured
-do not vary buyer to buyer
written sales proposals - correct answer -proposal is a complete self-contained sales
presentation
-often accompanied by sales calls before and after the proposal is submitted
-thorough customer assessment should take place before customized proposal is
written
-frequently used in competitive bidding situations and situations involving selection
of a new supplier
organized sales dialogues and presentations - correct answer -address individual
customer and different selling situations
-allow flexibility to adapt to buyer feedback
-most frequently used format by sales professionals
RFP - correct answer request for proposal
