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. Read more…

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 Read more…

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 ______ Read more…

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. Read more…

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 Read more…

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 Read more…

Sales & Operations Planning

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 Read more…

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 Read more…

Chapter 15: Closing the Sale

closing the sale obtaining an agreement to buy from the customer buying signals things customers do or say to indicate a readiness to buy trial close an initial effort to close a sale which close encourages a customer to make a decision between two items standing-room-only close used when product Read more…

Financial management and Markets

Full Capacity Sales Definition The amount of sales when machines are 100% utilized If S1>Full Capacity Sales you need to buy a new machine –> calculate AFN If S10 invest in a new machine Crossover Point Definition The point at which the IRR oaf two investments have the same NPV Read more…

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 Read more…

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 Read more…

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 Read more…

Steps of the Percent of Sales Method

Step 1 Project sales revenues and expenses Step 2 Forecast change in spontaneous balance sheet accounts Step 3 Deal with discretionary accounts Step 4 Calculate retained earnings Step 5 Determine total financing needs/assets Step 6 Calculate DFN

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 Read more…

Sales and Sales Management Chapter 4

Empathizer One who has the ability to imagine themselves in someone else’s position and understand what that person is feeling. They are able to understand the subtleties of human interaction. Customers One group high-performance sales personnel build strong relationships with. A major key to success in selling is the ability Read more…

Pro Sales Midterm- Fifield

EAT Encourage Accountable (Hold) Train Begin with… The end in mind People hate being…. but love… sold, buying Business is all about successfully building and maintaining: Relationships Who is the most important person in your life? Self The 3 keys to personal selling are the right ____, the right ______, Read more…