The buying process that companies lead customers through when purchasing products

Business-to-consumer (B2C)

Sales made to individual consumers rather than to other businesses

A way of bringing products or services to market so they can be purchased by consumers

A salesperson who provides information to an individual who will influence the purchase decision.

A salesperson who calls on retailers and helps them display, advertise, and sell products to consumers

A salesperson whose primary function is to find prospects, or potential customers

Sales people who are experts in a specific product or service area. They promote and sell the product by demonstrating how it works along with the benefits it can offer potential customers

Bring in revenue without active sales engagement

Have consistent transactions and engagement with the business

Clients who have not made a purchase for a specified period of time

The rule of 80/20. Finds that 80% of the results stem from 20% of the causes. In sales, 80% of a company's revenue come from 20% of its customers

Key account management, which is the process of distinguishing a portfolio of accounts (customers) based on a set of criteria of strategic importance to the company's long-term success

Refers to top of the funnel, which is the beginning of the various steps that lead to a sale.

How products make their way to buyers in B2B and B2C sales.

The salesperson meets the buyer and introduces the company

Prospecting/qualifying

Searching for potential customers and deciding whether they have the ability and desire to make a purchase

Presenting/demonstrating

Explaining how the product meets customer's needs

Answering customer questions and concerns

Agreeing on the terms of the sale and finalizing the transaction

Ensuring the customer is satisfied with the product or service that was delivered

Personal attributes that enable someone to interact effectively and harmoniously with other people. Also known as soft skills

The ability to understand and share the feelings of another

A set of ideas and ways to reduce sources of conflict

Analytical decision-making

An approach where a leader or manager only makes important business decisions with solid data or information in hand

The producer sells a product to a consumer directly

Distributor, wholesaler, agent or broker

Companies that sell goods in large quantities at low prices, typically to retailers.

Listening with the intent of understanding instead of replying

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D099 Module 2

Sales Practices

Question	Answer
Sales funnel	The buying process that companies lead customers through when purchasing products
Business-to-consumer (B2C)	Sales made to individual consumers rather than to other businesses
Sales channels	A way of bringing products or services to market so they can be purchased by consumers
Missionary	A salesperson who provides information to an individual who will influence the purchase decision.
Trade	A salesperson who calls on retailers and helps them display, advertise, and sell products to consumers
Prospector	A salesperson whose primary function is to find prospects, or potential customers
Technical	Sales people who are experts in a specific product or service area. They promote and sell the product by demonstrating how it works along with the benefits it can offer potential customers
Passive	Bring in revenue without active sales engagement
Active	Have consistent transactions and engagement with the business
Inactive	Clients who have not made a purchase for a specified period of time
Pareto Principle	The rule of 80/20. Finds that 80% of the results stem from 20% of the causes. In sales, 80% of a company's revenue come from 20% of its customers
KAM	Key account management, which is the process of distinguishing a portfolio of accounts (customers) based on a set of criteria of strategic importance to the company's long-term success
TOFU	Refers to top of the funnel, which is the beginning of the various steps that lead to a sale.
Distribution channel	How products make their way to buyers in B2B and B2C sales.
Approaching	The salesperson meets the buyer and introduces the company
Prospecting/qualifying	Searching for potential customers and deciding whether they have the ability and desire to make a purchase
Presenting/demonstrating	Explaining how the product meets customer's needs
Handling objections	Answering customer questions and concerns
Closing the sale	Agreeing on the terms of the sale and finalizing the transaction
Following up	Ensuring the customer is satisfied with the product or service that was delivered
Power skills	Personal attributes that enable someone to interact effectively and harmoniously with other people. Also known as soft skills
Empathy	The ability to understand and share the feelings of another
Conflict resolution	A set of ideas and ways to reduce sources of conflict
Analytical decision-making	An approach where a leader or manager only makes important business decisions with solid data or information in hand
Direct	The producer sells a product to a consumer directly
Distributor, wholesaler, agent or broker	Companies that sell goods in large quantities at low prices, typically to retailers.
Responsive listening	Listening with the intent of understanding instead of replying

Created by: kim.miller

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