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12.2_HatfieldSoloe

Getting Ready To Sell

QuestionAnswer
What is a pre-approach? The preparation for the face-to-face encounter with potential customers.
What is a prospect? A potential customer.
What are refferals? The names of other people who might buy the product.
What is an endless chain method? When salespeople ask previous customers for names of potential customers.
What is cold canvassing? Potential customers are selected at random, such as by going door-to-door or selecting names from a telephone directory.
What are sales quotas? Dollar or unit sales goals set for the sales staff to achieve in a specified period of time.
What are product information sources? Directories, newspapers, comercial lists
Explain the main focus of preparation in business-to-business selling when dealing with a previous customer. When dealing with a previous customer salespeople analyze past sales records and review their notes about the buyer's personality, family, interests, and hobbies.
Explain the main focus of preparation in business-to-business selling when dealing with a new customer. When dealing with a new customer salespeople must do some homework before jumping into the selling process.
Explain the main focus of preparation in retail selling. Merchandising, stock keeping, housekeeping.
Created by: vhaun
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