销售管理英文.docxVIP

名词解释Absorption training A method of sales training that involves furnishing trainees or sales-people with materials that they peruse without opportunity for immediate feedback and questioning. Achieving congruence The process of matching the capabilities of a sales recruit with the needs of the organizationAchieving realism The process of giving a sales recruit an accurate portrayal of the sales job. Buying center The many individuals from a firm who participate in the purchasing processCommission base Commission pay based on sales volume or some measure of profitability Competitive knowledge Knowledge of a competitive product’s strengths and weaknesses in the marketContinued affirmation An example of stimulus response selling in which a series of questions or statements furnished by the salesperson is designed to condition the prospective buyer to answering “yes” time after time, until, it is hoped, he or she will be inclined to say”yes” to the entire sales proposition. Customer knowledge Information relating to customers’ needs, buying motives, buying procedures, and personalitiesCustomer relationship management A business strategy to select and manage the most valuable customer relationships. It requires a customer-centric business philosophy and culture to support effective marketing, sales, and service processes. Employee referral programs Inter-organizational programs in which existing employees are used as sources for recruiting new salespeople because they have a good understanding of the type of person sought for a sales position. Integrated marketing communication The strategic integration of multiple marketing communication tools in the most effective and efficient mannerJob description A written summary of the jobMarketing mix A marketing offer designed to appeal to a defined target marketMarketing strategy An organizational strategy level that includes the selection of target market segments and the development of a marketi