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Selling
| Term | Definition |
|---|---|
| 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 customers objections by turning the objection into a reason for acting immediately |
| Business-To-Business Selling | A business that markets and sells its product 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 |
| 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 a 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 Sellings | 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:
mmiguel2131
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