personal selling		the number of sales representatives who report to first-level sales managers
over-the-counter selling		expressions of resistance by the prospect
field selling		when entrants must complete a specific task to be eligible to win a prize
telemarketing		when the buyer has the opportunity to try out or otherwise see how a product works before purchasing
outbound telemarketing		financial incentives offered to wholesalers and retailers that purchase or promote specific products
inbound telemarketing		sales calls made at the prospective customer's location on a face-to-face basis
inside selling		sales promotion that appeals to distribution intermediaries rather than final consumers
prospecting		encourage repurchases by rewarding current users, boosting sales of complementary products, and increasing impulse purchases
qualifying		person-to-person promotional presentation to a buyer
approach		when the selling process in conducted by phone
precall planning		when the consumer is offered cash back for sending in proof of purchase
presentation		display or other promotion placed near the site of the actual buying decision
demonstration		free distribution of a product in an attempt to obtain future sales
objections		marketing activities other than personal selling, advertising, and publicity designed t enhance consumer purchasing and dealer effectiveness
closing		specified sales or profit targets that the firm expects salespeople to achieve
span of control		determining whether the prospect meets certain criteria for making a purchase
commmission		when consumer is offered discounts on the purchase price of goods and services at retail outlets
salary		a fixed payment made periodically to an employee
sales quotas		selling in retail or wholesale locations in which customers come to the seller's place of business
sales promotion		when any consumer can enter to be eligible for a prize
coupons		when an advertiser's message or logo is placed on useful articles that are distributed to target consumers
rebates		sales method in which sales personnel contact potential buyers by phone
sampling		product exhibitions organized by industry trade associations to showcase goods and services
contests		sales method in which prospects call a seller to obtain information, makes reservations, or purchase products
sweepstakes		the initial contact with the prospective customer
specialy advertising		descriving a product's benefits and relating them to the customer's problems or needs
consumer-oriented sales promotions		the process of inbound sales management utilizing phone, mail, and the internet
trade promotion		the point at which the salesperson asks the prospect for an order
trade allowances		the process of conducting research and gathering information before a sales call
point-or-purchase advertising		the process of identifying potential customers
trade shows		a pament tied directly to the sales or profits a salesperson achieves