Definition for User contributions

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• 00:31, 27 August 2018 (diff | hist) . . (+242)‎ . . Adaptive selling ‎ (current)
• 00:31, 27 August 2018 (diff | hist) . . (+202)‎ . . N Communication style ‎ (Created page with "The patterns of behavior that others observe can be called communication style. “Behavior styles” and “social styles” are additional terms frequently used to describe...") (current)
• 00:31, 27 August 2018 (diff | hist) . . (+109)‎ . . Personality ‎ (current)
• 21:58, 23 August 2018 (diff | hist) . . (+164)‎ . . N Self-talk ‎ (Created page with "Self-talk takes place silently in the privacy of your mind. It is the series of personal conversations you have with yourself almost continually throughout the day.") (current)
• 21:58, 23 August 2018 (diff | hist) . . (+163)‎ . . N Visualize ‎ (Created page with "To visualize means to form a mental image of something. The power to visualize (sometimes called “guided imagery”) is in a very real sense the power to create.") (current)
• 21:58, 23 August 2018 (diff | hist) . . (+96)‎ . . N Business casual ‎ (Created page with "Business casual is clothing that allows you to feel comfortable but looks neat and professional.") (current)
• 21:58, 23 August 2018 (diff | hist) . . (+93)‎ . . N Unconscious expectations ‎ (Created page with "Unconscious expectations are those views or opinions that come from unconscious conditioning.") (current)
• 21:58, 23 August 2018 (diff | hist) . . (+77)‎ . . N Nonverbal messages ‎ (Created page with "Nonverbal messages are “messages without words” or “silent messages.”") (current)
• 21:57, 23 August 2018 (diff | hist) . . (+173)‎ . . N Ego drive ‎ (Created page with "Ego drive is another basic quality that is of critical importance in personal selling. Ego drive is an inner force that makes the salesperson want and need to make the sale.") (current)
• 21:57, 23 August 2018 (diff | hist) . . (+143)‎ . . N Self-concept ‎ (Created page with "Self-concept is the bundle of facts, opinions, beliefs, and perceptions about yourself that are present in your life every moment of every day.") (current)
• 21:57, 23 August 2018 (diff | hist) . . (+275)‎ . . N Empathizer ‎ (Created page with "Predicted to be one of the major players in the conceptual age will be the empathizer. Empathizers have the ability to imagine themselves in someone else’s position and unde...") (current)
• 20:18, 22 August 2018 (diff | hist) . . (+145)‎ . . N Integrity ‎ (Created page with "Integrity is the basic ingredient of character that is exhibited when you achieve congruence between what you know, what you say, and what you do") (current)
• 20:18, 22 August 2018 (diff | hist) . . (+119)‎ . . Character ‎ (current)
• 20:17, 22 August 2018 (diff | hist) . . (+95)‎ . . N Business ethics ‎ (Created page with "Business ethics comprise principles and standards that guide behavior in the world of business.") (current)
• 20:17, 22 August 2018 (diff | hist) . . (+72)‎ . . N Contract ‎ (Created page with "A contract is simply a promise or promises that the courts will enforce.") (current)
• 20:17, 22 August 2018 (diff | hist) . . (+294)‎ . . N Cooling-off laws ‎ (Created page with "Cooling-off laws vary from state to state, with the primary purpose is to give customers an opportunity to reconsider a buying decision made under a salesperson’s persuasive...") (current)
• 20:17, 22 August 2018 (diff | hist) . . (+77)‎ . . Value ‎ (current)
• 20:16, 22 August 2018 (diff | hist) . . (+98)‎ . . N Reciprocity ‎ (Created page with "Reciprocity is a mutual exchange of benefits, as when a firm buys products from its own customers.") (current)
• 20:16, 22 August 2018 (diff | hist) . . (+135)‎ . . Culture ‎
• 20:16, 22 August 2018 (diff | hist) . . (+194)‎ . . N Emotional intelligence ‎ (Created page with "Emotional intelligence refers to the capacity for monitoring our own feelings and those of others, for motivating ourselves, and for managing emotions well in ourselves and in...")
• 16:10, 22 August 2018 (diff | hist) . . (+177)‎ . . N Information economy ‎ (Created page with "The information economy will reward those salespeople who have the skills, the knowledge, and the motivation to determine how to create value at every step of the sales process.") (current)
• 16:10, 22 August 2018 (diff | hist) . . (+122)‎ . . N Strategic Account Management ‎ (Created page with "A strategic selling alliance also called strategic account management is usually led by a Strategic Account Manager (SAM).") (current)
• 16:10, 22 August 2018 (diff | hist) . . (+102)‎ . . N Partnering ‎ (Created page with "Partnering is a strategically developed, long-term relationship that solves the customer’s problems.") (current)
• 16:10, 22 August 2018 (diff | hist) . . (+253)‎ . . N Presentation strategy ‎ (Created page with "The presentation strategy is a well-developed plan that includes preparing the sales presentation objectives, preparing a presentation plan that is needed to meet these object...") (current)
• 16:09, 22 August 2018 (diff | hist) . . (+115)‎ . . N Customer strategy ‎ (Created page with "A customer strategy is a carefully conceived plan that results in maximum responsiveness to the customer’s needs.")
• 16:09, 22 August 2018 (diff | hist) . . (+164)‎ . . N Product strategy ‎ (Created page with "The product strategy is a plan that helps salespeople make correct decisions concerning the selection and positioning of products to meet identified customer needs.") (current)
• 16:09, 22 August 2018 (diff | hist) . . (+142)‎ . . N Relationship selling ‎ (Created page with "Relationship selling is a form of personal selling that involves securing, developing, and maintaining long-term relationships with customers.") (current)
• 16:09, 22 August 2018 (diff | hist) . . (+117)‎ . . N Relationship strategy ‎ (Created page with "A relationship strategy is a well-thought-out plan for establishing, building, and maintaining quality relationships.") (current)
• 16:09, 22 August 2018 (diff | hist) . . (+199)‎ . . N Adaptive selling ‎ (Created page with "Adaptive selling is another key element of the “problem-solver stage.” Adaptive selling can be defined as altering sales behaviors during a customer interaction in order t...")
• 16:08, 22 August 2018 (diff | hist) . . (+96)‎ . . N Tactics ‎ (Created page with "Tactics are techniques, practices, or methods you use when you are face-to-face with a customer.") (current)
• 16:08, 22 August 2018 (diff | hist) . . (+98)‎ . . N Strategic planning ‎ (Created page with "Strategic planning is the process that matches the firm’s resources to its market opportunities.") (current)
• 16:08, 22 August 2018 (diff | hist) . . (+163)‎ . . N Transactional selling ‎ (Created page with "Transactional selling is a sales process that most effectively matches the needs of the value-conscious buyer who is primarily interested in price and convenience.") (current)
• 16:08, 22 August 2018 (diff | hist) . . (+250)‎ . . N Consultative selling ‎ (Created page with "Consultative selling, which emerged in the late 1960s and early 1970s, is an extension of the marketing concept. This approach emphasizes need identification, which is achieve...") (current)
• 16:08, 22 August 2018 (diff | hist) . . (+262)‎ . . N Marketing mix ‎ (Created page with "The marketing mix is a set of controllable, tactical marketing tools that consists of everything the firm can do to influence the demand for its product. The many possibilitie...") (current)
• 16:07, 22 August 2018 (diff | hist) . . (+143)‎ . . N Marketing concept ‎ (Created page with "The marketing concept is the belief that a firm should dedicate all its policies, planning, and operations to the satisfaction of the customer.") (current)
• 15:59, 22 August 2018 (diff | hist) . . (-6)‎ . . Customer service representative ‎ (current)
• 15:53, 22 August 2018 (diff | hist) . . (+269)‎ . . N Customer service representative ‎ (Created page with "The term customer service representative (CSR) is used to describe knowledge workers who process reservations, accept orders by phone or other means, deliver products, handle...")
• 15:31, 22 August 2018 (diff | hist) . . (+116)‎ . . N Knowledge workers ‎ (Created page with "Knowledge workers are individuals whose work effort is centered on creating, using, sharing, and applying knowledge.") (current)
• 15:30, 22 August 2018 (diff | hist) . . (+226)‎ . . N Customer relationship management ‎ (Created page with "Customer relationship management (CRM), sometimes referred to as “sales automation,” is software that records in one place the extensive information necessary to understan...") (current)
• 15:30, 22 August 2018 (diff | hist) . . (+228)‎ . . N Direct salespeople ‎ (Created page with "Direct salespeople are independent contractors who represent manufacturers and Internet. In 2014, Direct Selling News reported there are 18.2 million direct salespeople in the...") (current)
• 15:30, 22 August 2018 (diff | hist) . . (+291)‎ . . N Missionary salespeople ‎ (Created page with "Missionary salespeople, also known as “detail salespeople,” serve to develop goodwill, provide information, and stimulate demand for the manufacturer’s products. A missi...") (current)
• 15:27, 22 August 2018 (diff | hist) . . (+209)‎ . . N Field salespeople ‎ (Created page with "Field salespeople interact with new customers and current customers. They must be able to identify customer needs and requirements and to recommend the proper product or servi...") (current)
• 15:26, 22 August 2018 (diff | hist) . . (+95)‎ . . N Trade selling ‎ (Created page with "Trade selling refers to the sale of a product or service to another member of the supply chain.") (current)
• 15:26, 22 August 2018 (diff | hist) . . (+121)‎ . . N Outside salespeople ‎ (Created page with "Unlike inside sales, outside salespeople travel to meet prospects and customers in their places of business or residence.") (current)
• 15:25, 22 August 2018 (diff | hist) . . (+131)‎ . . N Inside salespeople ‎ (Created page with "Inside salespeople are those who perform selling activities at the employer’s location, typically using the telephone and e-mail.") (current)
• 15:25, 22 August 2018 (diff | hist) . . (+176)‎ . . N Psychic income ‎ (Created page with "Psychic income, which consists of factors that provide psychological rewards, helps satisfy these important needs and motivates persons to achieve higher levels of performance.") (current)
• 15:25, 22 August 2018 (diff | hist) . . (+134)‎ . . N Value-added selling ‎ (Created page with "Value-added selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.") (current)
• 15:24, 22 August 2018 (diff | hist) . . (+251)‎ . . N Personal-selling philosophy ‎ (Created page with "The development of a personal-selling philosophy involves three prescriptions: adopt the marketing concept, value personal selling, and assume the role of a problem solver or...") (current)
• 15:22, 22 August 2018 (diff | hist) . . (+126)‎ . . Product ‎ (current)
• 15:22, 22 August 2018 (diff | hist) . . (+351)‎ . . N Personal selling ‎ (Created page with "Personal selling occurs when a company representative interacts directly with a customer or prospective customer to present information about a product or service. It is a pro...") (current)

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