2. Sales Call Allocation Grid
•
According to AMA, “A method
used to classify customers and
determine the sales effort to
direct
toward
them.
The
dimensions are the strength of
the firm's position with the
customer and the customer's
sales potential”.
3. Sales Quota
• A sales goal or objective that is assigned to a marketing unit.
• The marketing unit in question might be an individual salesperson, a sales
territory, a branch office, a region, a dealer or distributor, or a district.
• Sales quotas apply to specific periods and may be expressed in dollars or
physical units.
• Thus, management can specify quarterly, annual, and longer term quotas
for each of the company's field representatives in both dollars and
physical units.
• It might even specify these goals for individual products and customers.
4. Adaptive Selling
• An approach to personal selling in which selling behaviours
are altered during the sales interaction or across customer
interactions, based on information about the nature of the
selling situation.
5. AIDA
• An approach to understanding how advertising and selling
supposedly work.
• The assumption is that the consumer passes through several
steps in the influence process.
• First, Attention must be developed, to be followed by
Interest, Desire, and finally Action as called for in the
message.
6. Trail Close
• An attempt made by the salesperson to close the sale.
• The purpose of a trial close is to ensure that all conditions for
purchase are known and that the buyer is serious about this
process.
• The dealer makes a series of smaller decisions rather than
being confronted by one large decision.
7. Sales Lead
• An inquiry or referral about an individual or organization that
is a potential customer.
8. Sales Potential
• The portion of the market potential that a particular firm can
reasonably expect to achieve.
9. Prospect Pool
• Prospect: A potential qualified customer who has the
willingness, financial capacity, authority, and eligibility to buy
the salesperson's offering.
• A systematic approach to finding new customers involving the
setting aside of time after allowing for calls on existing
customers specifically for prospecting.
• A database of the prospects in the market
10. Stimulus Response
• A sales presentation method that emphasizes the importance
of saying the right things at the right time by means of a wellprepared sales presentation (stimulus) in order to elicit the
desired response (sale).
11. Sales Forecasting
• The prediction, projection or estimation of expected sales
over a specified future time period.
12. Market Demand
• The total volume of a given product or service bought by a
specific group of customers in a specified market area, during
a specific time period.
13. Delphi Method
•
A method of forecasting that relies on repeated measurement and controlled
feedback among those participating along the following lines:
– Each individual prepares a forecast
– The forecasts are collected, and an anonymous summary is prepared by the
person supervising the process
– The summary is distributed to each person who prepared a forecast
– Those participating in the process are asked to study the summary and submit
a revised forecast. The process is repeated until the forecasts converge.
14. Top Down Approach
• Top-down sales forecasting begins with combined data on sales of all
products.
• It applies the methods of statistics to predict sales of individual items at
particular locations.
• Depending on the scope of the business, this means breaking down the
overall sales prediction into multiple brands, products or even SKUs.
15. Sales Force Automation
• Sales force automation (SFA) is an integrated application of customizable
customer relationship management (CRM) tools that automate and
streamline sales inventory, leads, forecasting, performance and analysis.
• SFA tools include Web-based (hosted CRM) and in-house systems.
• SFA is also known as sales force management system
16. Sales Routing
• A process of directing either an employee or a vehicle along
some pre-designated path. The path is usually designed to
minimize cost or effort given some overall objective of the
system.
• A plan describing how a salesperson will travel through the
salesperson's sales territory.
17. Sales Leakage
• Sales Leakage is defined as preventable breakdowns and points of friction
that contribute to unnecessary sales losses.
• Sales Leakage includes the many "leaks" which hurt sales productivity,
reduce marketing effectiveness and waste the three most valuable
resources a company has: time, money, and people.
18. Order Taker Vs. Technical Sales
• Order Taker: Type of salesperson who only collects orders but
does not make any diligent attempt to find new customers, or
to persuade existing customers to increase the size or
frequency of their orders.
• Technical Sales: A salesperson hired primarily for his or
her technical or scientific expertise
19. Consultative Selling
• A customized sales presentation approach in which the
salesperson is viewed as an expert and serves as a consultant
to the customer.
• The salesperson identifies the prospects' needs and
recommends the best solution even if the best solution does
not require the salesperson's products or services.
20. Expert Opinion
• A sales forecasting method in which outside specialists or
industry experts - economists, academics, management
consultants, advertising executives, etc. - are asked to assist
in the preparation of the sales forecast.
