Sales Flashcards

Sales and Operations Planning

on the supply side of the business, aggregate planning is done by: product families long-range planning activities are: 1. designing the logistics activities that deliver products to the customer. 2. designing the manufacturing and service processes that produce the products of the firm. subcontracting production is similar to a ______ strategy, but differs in that […]

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Ch 14 sales and operations planning

Sales and operations planning (S&OP) A process for coordinating supply and demand. Aggregate refers to? Sales and operations planning for product lines or families. For services, capacity is often limited by? Space Ex: hotel room, Seats on an airplane. What are the two objectives to sales and operations planning? 1. To establish a company-wide game […]

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Chapter 10 Sales

Review of the Sales Cycle Prospecting Preapproach Approach Needs Discovery Presentation Handling Objections Closing the Sale Customer Service After the Sale Needs Discovery (Identifying Needs) Selecting possible solution(s) Asking Questions Listening Probing Need discovery is more important than any other step in the sales cycle Plan your questions in sequence to gain information in a […]

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Chapter 20: The formation of sales and lease contracts

Contracts for the sale or lease of goods is governed by . . . Statutory law and the UCC article 2 of UCC sets forth requirements for sales contracts or the sales of goods Article 2A covers issues for lease contracts Sale and Goods To constitute as a sale it is passing of title from […]

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Sales Management Quiz 1

Customer Centric placing the customer first in everything inside and outside the firm. Customer Orientation is done by having a customer centric firm. Involves three things (1) Understanding your customer requirements (2) Getting knowledge from the marketplace and disseminating to employees within the firm (3) Align system capabilities internally so the organization responds with satisfaction […]

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6.01 Understand sales and consumer law

Auction Buyer bids on item Barter exchange of goods. Bulk Transfer All or a major part of a business is sold. Cash and Carry Sales Pay cash and take immediate delivery COD Sales Collect on delivery Delivery Buyer possesses or has control of the item Existing Goods Goods that physically exist and are owned by […]

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Sales & Operations Planning Test Questions

A process to develop tactical plans by integrating marketing plans for new and existing products with the management of the supply chain; brings together all the plans for the business into one set of integrated plans. Sales & Operations Planning Sales and operations planning is a _____________ plan, residing between the detailed and strategic. tactical […]

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Chapter 1 Sales

professional selling direct to consumer -business to business -trade selling (selling to retailers) or can be called business to business selling =this is “where the money is at” Transactional selling -Retail -Inside sales (order taking) (this is where you get your “feet wet” or trial period) -Some non-human Sales Profession Fact: estimated 16.4 million people […]

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Sales – Effects of a Contract of Sale

Contract of Sales – Two Main Effects 1. Transfer of Ownership of the thing sold from seller to buyer 2. Transfer of Risk of loss of the thing from seller to buyer Sellers Obligations (3) i. *Delivery* ii. *Warranty Against Eviction.* iii. *Warranty Against Redhibitory Defects.* Buyer’s Obligation (2) i. *Pay the Price Sold* ii. […]

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Business Law Chapter 15: Formation and Performance of Sales and Lease Contracts

Significance of UCC clarifies sales law and makes this area of law more predictable to businesses that engage in transactions in more than one state Article 2 focuses on contracts for the sale of goods Article 2(A) focuses on contracts for the lease of goods 3 categories that can be bought and sold according to […]

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F2: Accounting for Installment Sales

When is the Installment Method of Revenue Recognition used? The installment method of revenue recognition is used when there is no reasonable basis for estimating the degree of collectivility. Under the installment method, when is revenue recognized? Under installment accounting, revenue is not recognized at the time a sale is made, but rather when cash […]

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Credit Sales – Documents used definitions

Purchase Order This document is sent by the a buyer to the seller. this document sets out the details goods or services required by the buyer. Sales invoice Central document involved in a credit sale prepared by the seller for the buyer. This document sets out the details of the goods sold, the price charged […]

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Chapter 1 Selling and Sales People

Personal Selling phenomenon of human-driven interaction between and within individuals/organizations in order to bring about economic exchange within a value-creation context value total benefit that the seller’s products and services provide to the buyer customer value proposition (CVP) collection of biter-specific benefits go-to-market strategies companies’ options in how they approach customers as they add value […]

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formulas chapter 1-9

Profit Revenue − Expenses Ideal Expense Revenue − Desired Profit Percent Part ——– Whole Expense % Expense ———— Revenue Profit % Profit ———– Revenue % of budget Actual ———- Budget Average Sales per Guest or Check Average Total Sales ———————— # of Guests Served Two-Day Average Sales per Guest Day 1 Sales + Day 2 […]

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Real Estate Appraisal: Chapter 9 Sales Comparison Approach to Value

Market Comparison (Market Data) In the sales comparison approach the appraiser analyzes data from actual market transactions involving properties similar to the subject property (referred to as comparable sales). First, the appraiser chooses appropriate transactions, then she identifies the differences that exist between the subject property and the comparable properties, and finally, she makes price […]

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CHAPTER 1: INTRODUCTION TO HOSPITALITY MARKETING AND SALES

Changes Since the Mid-1950s Affecting the U.S. Hospitality Industry Population growth; Longer life span; Improved incomes; Increased leisure time; Expanded highway system; Development of suburbs; Increased air travel; Convention center expansion Sales Field work and desk work to sell to consumers; Short-term considerations, such as today’s products, markets, consumers, and strategies; Volumes and quotas, current […]

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AC 340 Ch 10 order entry sales process

order entry sales process 1. customer places order 2. sales order dept requests credit approval from credit dept 3. credit dept informs sales order dept if accepted or denied 4. sales order dept acknowledges order to customer, and notifies warehouse shipping and B/AR/CR process of sales order 5. warehouse sends picking ticket to shipping 6. […]

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Chapter 12 – Preparing for the Sale

Business-to-Business Selling May take place in a manufacturer’s or wholesaler’s showroom (inside sales) or a customer’s place of business (outside sales). Personal Selling Any form of direct contact between a salesperson and a customer. Retail Selling Is unique because customers come to the store. Telemarketing The process of selling over the telephone Purpose & Goals […]

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Sales strategy exam 1

consultative selling an approach to personal selling that is an extension of the marketing concept. Emphasis is placed on need identification, need satisfaction, and the building of relationship that results in repeat business. integrity the quality of being honest and having good moral principles. psychic income consists of factors that provide psychological rewards, help satisfy […]

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Sales and Marketing Vocab Ch. 12-15

Customer Relationship Management (CRM) finding customers and keeping them satisfied Communication between companies and their customers can be quick and efficient, which helps to __ relationships even after a sale is made solidify Mobile devices or laptops can be programmed into __ with the company’s computer system. interface call report written report that documents a […]

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Chapter 14 Sales and Operations Planning Process

Sales and operations planning is an aggregate planning process that determines the capacity needed to meet immediate demand. Ans: False Implementing a companywide game plan for allocating resources addresses the long-standing battle between operations and finance. Ans: False An economic strategy for adjusting demand can include adjusting capacity or managing demand. Ans: True An aggregate […]

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