Save
Busy. Please wait.
Log in with Clever
or
show password
Forgot Password?
Don't have an account?  Sign up 
Sign up using Clever
or
Username is available taken
show password


Make sure to remember your password. If you forget it there is no way for StudyStack to send you a reset link. You would need to create a new account. Your email address is only used to allow you to reset your password. See our Privacy Policy and Terms of Service.

Already a StudyStack user? Log In

Reset Password
Enter the associated with your account, and we'll email you a link to reset your password.
focusNode
Didn't know it?
click below
 
Knew it?
click below
Don't Know
Remaining cards (0)
Know
0:00
edit
Embed Code - If you would like this activity on your web page, copy the script below and paste it into your web page.

  Normal Size     Small Size show me how

selling

marketing

TermDefinition
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.
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.
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 offerings.
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.
ANPOC Approach, Determine needs, Present the product, Overcome objections, Close the sale---Suggest other products
Created by: Gabster1226
Popular Marketing sets

 

 



Voices

Use these flashcards to help memorize information. Look at the large card and try to recall what is on the other side. Then click the card to flip it. If you knew the answer, click the green Know box. Otherwise, click the red Don't know box.

When you've placed seven or more cards in the Don't know box, click "retry" to try those cards again.

If you've accidentally put the card in the wrong box, just click on the card to take it out of the box.

You can also use your keyboard to move the cards as follows:

If you are logged in to your account, this website will remember which cards you know and don't know so that they are in the same box the next time you log in.

When you need a break, try one of the other activities listed below the flashcards like Matching, Snowman, or Hungry Bug. Although it may feel like you're playing a game, your brain is still making more connections with the information to help you out.

To see how well you know the information, try the Quiz or Test activity.

Pass complete!
"Know" box contains:
Time elapsed:
Retries:
restart all cards