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Selling Vocabulary
| Term | Definition |
|---|---|
| Approach | The initial stage in a sales interaction. Comment: The objectives of the approach are securing for the sales cal, getting the prospect's attention and interests, and building rapport with the prospect. |
| Boomerang Method | A method used by salespeople to respond to customer objectives 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 that sale. |
| 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 |
| Buying Motives | The forces causing a buyer to seek satisfaction of a specific need.Buyers are influenced by rational appeals and emotional appeals |
| 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 its not their product or service. |
| Customer Relationship Management (CRM) | Creates more meaningful one-on-one communications with the customer by applying customer data 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 salespersons offerings. |
| Objections | A concern or question raised by a prospect to a salesperson. |
| Personal Selling | Selling the involves a face-to-face interaction with the customer |
| Pre-Approach | The activities preceding the sales call that include prospecting, collecting info., 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 Quotes | 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:
Kasidie
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