FOOD 2010 Lecture Notes - Lecture 12: Sales

• School: University of Guelph
• Department: Food Science
• Course: FOOD 2010
• Professor: Massimo Marcon

Document Summary

Need-satisfaction presentation: a selling format that emphasizes probing and listening by the salesperson to identify the needs and interests of prospective buyers. Adaptive selling: a need-satisfaction sales presentation to fit the selling situation. Consultative selling: focuses on problem definition, where the salesperson serves as an expert on problem recognition and resolution. Sales plan: a statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed. Key account management: the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships. Workload method: a formula-based method for determining the size of a salesforce that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size.