CHSE Odisha Elective Salesmanship flashcards
CHSE Odisha Elective Salesmanship · Build recall with a focused review session.
36 cards. Read the term and the definition here. The deck at the top of this page is optional.
- Salesmanship
- The personal, oral, two-way skill of persuading a prospect to buy a product or service that satisfies a recognised need, forming the core of personal selling.
- AIDAS model
- A mental-states framework stating a sale must secure Attention, Interest, Desire, Action, and Satisfaction, with satisfaction reflecting post-purchase follow-up.
- Selling versus marketing
- Selling is one promotional activity aimed at moving existing products; marketing is a whole-firm philosophy that begins with researching and satisfying customer needs.
- Boundary spanner
- A salesperson's role of linking the firm to its customers, carrying the company message outward and market intelligence back to production and product teams.
- Prospecting
- The first selling step of identifying potential buyers from sources such as referrals, directories, exhibitions, cold canvassing, and social media before any contact is made.
- MAN qualification
- A test that a lead must have Money to buy, Authority to decide, and a genuine Need; failing any criterion means the lead is not a qualified prospect.
- Need-satisfaction selling
- An adaptive presentation method in which the salesperson questions the prospect to discover needs, then matches product benefits to those stated needs through dialogue.
- Trial close
- A question asked after a major benefit to test whether the prospect is ready to buy, without demanding a final decision, so the salesperson can adjust the presentation.
- Span of control
- The number of subordinates reporting to one sales manager; a narrow span gives closer supervision but adds management layers and cost.
- Job specification
- A statement of the qualifications, skills, experience, and personal attributes required to perform a sales job, derived from job analysis and used in recruitment.
- Straight commission plan
- A compensation method paying salespeople a percentage of sales or margin only; it strongly motivates selling but weakens service focus and income security.
- Sales force sizing by workload
- A method that divides total annual sales calls required across all customers by the number of calls one salesperson can make per year.
- Buying centre
- The group of people involved in an organisational purchase, including initiator, influencer, decider, buyer, user, and gatekeeper roles.
- Post-purchase dissonance
- Doubt or anxiety felt after a purchase, rising with price and irreversibility and reduced by follow-up, reassurance, warranties, and positive confirmation.
- Derived demand
- Industrial demand that depends on consumer demand for final goods, so a fall in retail demand reduces demand for components and machinery.
- Selective perception
- The tendency of buyers to notice messages matching existing beliefs, distort information to fit attitudes, and remember mainly what supports their views.
- FAB technique
- A presentation structure that states a product Feature, explains its Advantage, and translates it into a Benefit the buyer personally gains.
- Boomerang objection technique
- A handling method that turns the prospect's objection into a reason to buy, for example using a higher price as evidence of superior quality.
- Compensation technique
- An objection-handling method that acknowledges a genuine product weakness and offsets it by emphasising a stronger, more relevant benefit.
- Canned presentation
- A memorised, standardised sales talk used with every prospect; it ensures consistent claims and suits novices but risks sounding mechanical.
- Push strategy
- A promotional approach directing effort and incentives at channel members so they stock and push the product toward final consumers.
- Gross Rating Points
- A media measure calculated as reach multiplied by frequency, used to compare the total weight of alternative advertising schedules.
- Cost per thousand
- A media efficiency measure calculated as advertising cost divided by audience size in thousands, allowing comparison across different media.
- Integrated Marketing Communication
- The coordination of advertising, sales promotion, personal selling, public relations, and direct marketing so all carry one consistent message.
- Delphi method
- A forecasting technique using repeated anonymous rounds of expert opinion, with feedback between rounds, until estimates converge.
- Exponential smoothing
- A forecasting formula where the next forecast equals alpha times actual sales plus one minus alpha times the previous forecast.
- Activity quota
- A sales target set in terms of effort measures such as calls, demonstrations, or new accounts opened, used where sales cycles are long.
- Territory potential
- The estimated sales achievable in a territory, calculated as number of buyers multiplied by average purchase quantity and purchase frequency.
- Channel conflict
- Disagreement among channel members, either vertical between levels or horizontal between firms at the same level, managed by contracts and shared goals.
- Disintermediation
- Removal of a channel level such as a wholesaler; the functions it performed must still be carried out by the producer or a new intermediary.
- Consumer Protection Act 2019
- Indian law covering goods, services, and e-commerce, creating three-tier commissions, product liability, and the Central Consumer Protection Authority.
- Product liability
- Liability of a manufacturer, product seller, or service provider for harm caused by defective goods, deficient services, or inadequate warnings and instructions.
- Customer lifetime value
- The total margin expected from a customer over the relationship, calculated as average purchase value times frequency times lifespan times gross margin.
- Social selling
- Using social media to build credibility and relationships by sharing expertise and engaging prospects before any sales pitch is made.
- Key account management
- Assigning dedicated cross-functional teams to strategically important buyers who contribute a large share of revenue, justified by the Pareto principle.
- Omnichannel selling
- Integrating online and offline touchpoints so buyers experience consistent pricing, stock availability, and service across every channel they use.