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The Selling Process

TermDefinition
Pre-Approach The salesperson learns everything possible about the products and services offered, the target market, and the competition
Approach First contact with the customer’s attention and interest
Demonstration sales person enthusiastically presents the product in a way that addresses the needs of the customer
Answering Questions customer may voice objections to the product or may have questions, comments, or concerns
Closing The Sale At this stage the customer has made the decision to buy
Suggestion Selling This is when the salesperson asks customers if they want to purchase related products.
Follow Up Occurs when a salesperson contacts customers to ensure they are satisfied with their recent purchase, and to determine additional needs.
Cold Calling Involves contacting potential customers at random without researching customers needs first
Leads Information and data on prospective customers who have shown interest in the product or service and/or meet the definition of the target market
Created by: user-1988609
 

 



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