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Unit 8
Term | Definition |
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Approach | The initial stage in a sale interaction.Comment:The objective of the approach are securing approval for the ales call,getting the prospect's attention and interest,and building rapport with the prospect |
Boomerang Method | A method used by salespeople to respond to customer objections by turning the objection into 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 the sale |
Buying motives | The forces causing a buyer to seek satisfaction of a specific need.Buyers are influenced by rational appeals (e.g.,economic factors such as cost,quality,and service) and emotional appeals (e.g., status,security,and fear). |
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 prospect |
Consultative selling | A customized sales presentation approach in which the salesperson is viewed as an experts and serves as a consultant to the customer. The salesperson identifies the prospects' needs and recommends the best solution ever if the best solution dose not requ |
Customer Relationship Management | 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 |
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-approahing | 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 salesperon's offering |
Referrals | A lead for a prospect to give to the salesperson by an existing customer |
sales Quatas | a sales goal or objective that is assigned to a marketing unit |
selling | The personal process whereby the salesperson ascertains, activates, and satisfies the needs of the buyerto the mutual ,continous benefit of both buyer and seller |