Advantages customers receive from using a product.

The point in the selling process at which the customer makes a favorable buying decision.

Discovering customer needs

The phase of the selling process in which the salesperson determines what a customer needs/wants through the use of questioning and listening.

Establishing relationships

The phase of the selling process which involves making initial contact with customers to create the right selling environment.

Facts or characteristics of a product.

The determination of a customer's satisfaction with a good or service after a sales presentation regardless of whether or not a sale was made.

Something required or essential which is lacking.

A point of difference between a customer and a salesperson that may prevent a sale; the customer's reason for not buying.

The phase of the selling process in which the salesperson acquires knowledge about the product, generates and qualifies sales leads, and prepares the sales presentation.

Prescribing solutions

The phase of the selling process in which the salesperson recommends specific goods or service which meet the customer's needs.

Product demonstration

Actions of the salesperson in the sales presentation that show the product's features.

The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy.

Reaffirming the buyer-seller relationship

The phase of the selling process which requires the salesperson to utilize techniques to follow up a sale to increase the customer's confidence in the buying decision.

The act of finding potential customers.

Sales lead qualification

The act of determining if a potential customer has the interest, ability, and authority to buy a product.

The sales procedure in which the salesperson shows the customer the benefits of the product's features; includes the sales talk and the product demonstration.

A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale.

A sales technique in which the salesperson attempts to increase the customer's purchase by recommending additional items after the original decision to buy has been made.

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9th Stack

Term	Definition
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	The phase of the selling process in which the salesperson determines what a customer needs/wants through the use of questioning and listening.
Establishing relationships	The phase of the selling process which involves making initial contact with customers to create the right selling environment.
Features	Facts or characteristics of a product.
Follow-up	The determination of a customer's satisfaction with a good or service after a sales presentation regardless of whether or not a sale was made.
Need	Something required or essential which is lacking.
Objection	A point of difference between a customer and a salesperson that may prevent a sale; the customer's reason for not buying.
Preparing to sell	The phase of the selling process in which the salesperson acquires knowledge about the product, generates and qualifies sales leads, and prepares the sales presentation.
Prescribing solutions	The phase of the selling process in which the salesperson recommends specific goods or service which meet the customer's needs.
Product demonstration	Actions of the salesperson in the sales presentation that show the product's features.
Reaching closure	The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy.
Reaffirming the buyer-seller relationship	The phase of the selling process which requires the salesperson to utilize techniques to follow up a sale to increase the customer's confidence in the buying decision.
Sales lead genration	The act of finding potential customers.
Sales lead qualification	The act of determining if a potential customer has the interest, ability, and authority to buy a product.
Sales prsentation	The sales procedure in which the salesperson shows the customer the benefits of the product's features; includes the sales talk and the product demonstration.
Selling process	A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale.
Suggestion selling	A sales technique in which the salesperson attempts to increase the customer's purchase by recommending additional items after the original decision to buy has been made.

Created by: ZLittle97

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