click below
click below
Normal Size Small Size show me how
Selling
Term | Definition |
---|---|
Approach | The initial stage in a sales interaction |
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. |
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 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. |