The initial stage in a sales interaction. Comment: The objectives of the approach are securing for the sales cal, getting the prospect's attention and interests, and building rapport with the prospect.

A method used by salespeople to respond to customer objectives 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.

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 that sale.

The culmination of a sales presentation in which a salesperson attempts to get a customer to commit to buying a product or service

The forces causing a buyer to seek satisfaction of a specific need.Buyers are influenced by rational appeals and emotional appeals

A method of prospecting under which a salesperson calls on totally unfamiliar organizations and prospects.

A customized sales presentation approach in which the salesperson is viewed as an expert and serves as a consultant to the customer.The salesperson identifies the prospects needs and recommends the best solution even if its not their product or service.

Customer Relationship Management (CRM)

Creates more meaningful one-on-one communications with the customer by applying customer data to every communications vehicle.

A method of prospecting in which a salesperson asks customers to suggest other customers who might be interested in the salespersons offerings.

A concern or question raised by a prospect to a salesperson.

Selling the involves a face-to-face interaction with the customer

The activities preceding the sales call that include prospecting, collecting info., and planning the sales presentation.

A potential qualified customer who has the willingness, financial capacity, authority, and eligibility to buy the salesperson's offering.

A lead for a prospect given to the salesperson by an existing customer

A sales goal or objective that is assigned to a marketing unit.

The personal or impersonal process whereby the salesperson ascertains, activates, and satisfies the needs of the buyer to the mutual, continuous benefit of both buyer and seller.

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Selling Vocabulary

Term	Definition
Approach	The initial stage in a sales interaction. Comment: The objectives of the approach are securing for the sales cal, getting the prospect's attention and interests, and building rapport with the prospect.
Boomerang Method	A method used by salespeople to respond to customer objectives 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. A buying signal indicates that a salesperson should begin to close that sale.
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
Buying Motives	The forces causing a buyer to seek satisfaction of a specific need.Buyers are influenced by rational appeals and emotional appeals
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.The salesperson identifies the prospects needs and recommends the best solution even if its not their product or service.
Customer Relationship Management (CRM)	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 salespersons offerings.
Objections	A concern or question raised by a prospect to a salesperson.
Personal Selling	Selling the involves a face-to-face interaction with the customer
Pre-Approach	The activities preceding the sales call that include prospecting, collecting info., and planning the sales presentation.
Prospect	A potential qualified customer who has the willingness, financial capacity, authority, and eligibility to buy the salesperson's offering.
Referrals	A lead for a prospect given to the salesperson by an existing customer
Sales Quotes	A sales goal or objective that is assigned to a marketing unit.
Selling	The personal or impersonal process whereby the salesperson ascertains, activates, and satisfies the needs of the buyer to the mutual, continuous benefit of both buyer and seller.

Created by: Kasidie

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