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2.09

TermDefinition
Benefits Advantages customers receive from using a product
Close The point in the selling process at which the customer makes a favorable buying decision
Discovering Customer Needs Salesperson discovers needs/wants of the customers
Establishing Relationships Initial contact with the customer
Features Facts or characteristics
Follow-Up Determination of a customer's satisfaction
Need Something required or essential which is lacking
Objection A point of difference between a customer
Preparing To Sell Salesperson acquires knowledge about the product
Prescribing Solutions Salesperson reccommends specific goods or services
Product Demonstration Actions of the salesperson in the sales presentation
Reaching Closure The phase of the selling process
Reaffirming The Buyer-Selling Relationship Salesperson utilizes techniques to follow up a sale
Sales Lead Generation The act of finding potential customers
Sales Lead Qualification The act of determining if a potential
Sales Presentation The sales procedure in which the salesperson shows the customer the benefits of a product
Selling Process A systematic approach to selling
Suggestion Selling A sales technique in which the salesperson attempts to increase the customer's purchase
 

 



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