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selling

QuestionAnswer
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.
Created by: mramirez7539
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