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SELLING
| Question | Answer |
|---|---|
| Approach | The initial stage in a sales interaction. Comment: The objectives of the approach are securing approval for the sales call, getting the prospect's attention and interest, and building rapport with the prospect. |
| Boomerang Method | A method used by salespeople to respond to customer objections by turning the objection into a reason for acting immediately. |
| Business-to-Business Selling | A business that markets and sells its products or services to other businesses |
| Buying Signals | A verbal or visual cue that indicates a potential customer is interested in purchasing a product or service. A buying signal indicates that a salesperson should begin to close the sale. |
| Buying motives | The forces causing a buyer to seek satisfaction of a specific need. Buyers are influenced by rational appeals (e.g., economic factors such as cost, quality, and service) and emotional appeals (e.g., status, security, and fear). |
| Closing the Sale | The culmination of a sales presentation in which a salesperson attempts to get a customer to commit to buying a product or service. |
| Cold Canvassing | A method of prospecting under which a salesperson calls on totally unfamiliar organizations and prospects. |
| Consultative Selling | A customized sales presentation approach in which the salesperson is viewed as an expert and serves as a consultant to the customer. The salesperson identifies the prospects' needs and recommends the best solution even if the best solution does not req |
| Customer Relationship Management (CRM) | Customer relationship management creates more meaningful one-on-one communications with the customer by applying customer data (demographic, industry, buying history, etc.) to every communications vehicle. |
| Endless Chain Method | A method of prospecting in which a salesperson asks customers to suggest other customers who might be interested in the salesperson's |
| Objections | - A concern or question raised by a prospect to a salesperson. |
| Personal Selling | Selling that involves a face-to-face interaction with the customer |
| Pre-approach | The activities preceding the sales call that include prospecting, collecting information, and planning the sales presentation |
| Prospect | A potential qualified customer who has the willingness, financial capacity, authority, and eligibility to buy the salesperson's offering |
| Referrals | - A lead for a prospect given to the salesperson by an existing customer |
| Sales Quotas | - A sales goal or objective that is assigned to a marketing unit |
| Selling | – The personal or impersonal process whereby the salesperson ascertains, activates, and satisfies the needs of the buyer to the mutual, continuous benefit of both buyer and seller |
Created by:
j_martinez8442
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