Customer Relationship Management (CRM) (277)

Involves finding customers and keeping them satisfied.

Call report (280)

A written report that documents a sales representative’s visit with a customer.

Sales quota (281)

A dollar or unit sales goal set for the sales staff to achieve in a specified period of time.

Personal selling (285)

Any form of direct contact between a salesperson and a customer.

Organizational selling (285)

Involves sales exchanges that occur between two or more companies or business groups.

Cold call (285)

They will visit without an appointment.

Telemarketing (286)

Telephone solicitation to make a sale.

Extensive decision making (287

Used when there has been little or no previous experience with an item.

Limited decision making (287)

Used when a person buys goods and services that he or she has purchased before but not regularly.

Routine decision making (288)

Used when a person needs little information about a product that he or she is buying.

Solidity (278)

To make strong or united.

Interface (279)

To join by means of a computer and any other entity, such as a printer or human operator.

Pre-sold (285)

Refers to sales that are due to promotional efforts before a customer comes to a store.

Perquisites (289)

When salespeople are given car allowances and expense accounts.