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Selling

TermDefinition
Approach First stage in sales interaction and getting the prospect's attention and interest.
Boomerang Method Turning customer objections into a reason for acting fast.
Business to Business Selling Business markets or sells to another business.
Buying Signals A cue telling when a potential customer is interested; this is when the sales person should begin to close the sale.
Buying Motives Forces causing the buyer to seek satisfaction of a specific need. They are the rational appeals and emotional appeals.
Closing the Sale Sales person attempts to get a commitment to buying a product.
Cold Canvassing Salesperson talks about unfamiliar organizations or prospects.
Consultative Selling Salesperson is viewed as an expert and recommends the best solution.
Customer Relationship Management One on one communications with customer data.
Endless Chain Method Asks customers to suggest other customers to the business.
Objections Concern or question raised by a prospect.
Personal Selling Face to Face interaction.
Pre approach Activities before sells call that include prospecting, collecting information, and planning the sales presentation.
Prospect Potential customer who has willingness, financial ability, authority, and eligibility to buy the offering.
Referrals Lead for a prospect given by another customer.
Sales Quotas Sales goal or objective for a marketing unit.
Selling Salesperson ascertains, activates, and satisfies the needs of of the buyer to the mutual.
Created by: MHolland04082001
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