click below
click below
Normal Size Small Size show me how
selling
Question | Answer |
---|---|
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. |