The Sales Process Flashcards

All 16 cards in this deck

Give one impact of e-commerce on a business's marketing mix.

Any one of: place — it can sell to a much wider market online; price — it may have to lower prices to stay competitive online.

Give one advantage to a small business of using e-commerce.

Any one of: it can sell 24/7 to customers anywhere, so revenue may rise; it avoids the fixed costs of a physical shop.

Name the three methods of selling.

E-commerce, face to face, and telesales.

What is e-commerce?

Buying and selling goods and services online, over the internet.

What is telesales?

Selling goods or services to customers over the telephone.

Give one advantage to a business of selling face to face.

The product can be demonstrated and questions answered on the spot, e.g. a jeweller can show a customer the cut and colour of a diamond.

Give one disadvantage to a business of selling by e-commerce.

It faces competition from many more businesses, including overseas, so it is harder to be noticed and customers can easily compare prices.

True or false? Once a business sells online it no longer needs any arrangements for delivery or returns.

False. E-commerce needs systems for delivering products and processing returns, e.g. space for click and collect.

What is click and collect?

Ordering goods online and then collecting them from a store at a later time.

Give one way that selling through e-commerce changes the skills a business needs.

It needs staff to maintain the website, answer customer emails and pack orders for delivery, so it may have to train or recruit workers.

How can e-commerce affect the number of people a business employs?

An existing business may need fewer staff, such as shop or branch workers, but a business starting online may need to recruit new workers.

Why does e-commerce make speed of delivery important?

Customers can compare sellers easily, so a business that delivers faster than its rivals can attract more customers.

Give one cost to a business of selling online, other than delivery.

Any one of: keeping the website secure and customers' data safe; keeping the website up to date with new technology, such as ordering by mobile phone.

Why might e-commerce not suit some target markets?

Some customers, such as some older people, do not use the internet, and customers who only pay by cash cannot buy online.

Give one advantage of telesales.

Any one of: it suits customers who are not comfortable shopping online but want help to buy; customers can ask questions and talk about the deal before buying.

Give one disadvantage of telesales.

Any one of: unwanted 'cold' calls annoy many people and can harm the business's image; it needs trained staff, which small businesses may not be able to provide.