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selling Vocabulary
Term | Definition |
---|---|
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. |
Endless Chain Method | A method of prospecting in which a salesperson ask 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-appoaching | 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 salesperson's offering |
Referrals | A lead for a prospect given to the salesperson by an existing customer |
Sales Quotas | A sales goal or objective that is assigned to marketing unit. |
Selling | The personal or impersonal process where by the salesperson ascertains, activates, and satisfies the needs of the buyer to the mutual, continuous benefit of both buyer and seller. |
Approach | the initial stage in a sales interaction.Comment: The objectives of the approach are seeing securing approval for the sales call,getting the prospect 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 a reason for acting immediately |
business-to-business selling | 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 buyer 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 organization 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 the best solution doesn't require |