Sales Process Steps
Looking for New Customers
What is Prospecting?
Someone who sells outside
What is a field sales peron?
That physical space around a buyer that is reserved primarily for a person’s closest relationships.
What is the Intimate Zone?
Tone of Voice
What is Inflection?
Influencing someone to do something through reasoning or argument.
What is persuading?
The Act of Closing the Sale
What is Obtaining Commitment?
Salespeople who work for a manufacturer and promote the manufacturer’s products to other firms.
What are missionary sales people?
That physical space around a buyer that is reserved for close friends and those who share special interests.
What is the Personal Zone?
Using short verbal statements like Uh-huh, I see, and Mmm-mmm to show you are listening and encouraging the person to continue talking.
What are Verbal Cues?
Drawing a parallel between one thing and another.
What is an analogy?
When a potential customer does not agree with what has been presented and tells you they are not going to buy today.
What is an objection?
Person who specializes in facilitating the sales process for technologically and scientifically advanced products.
What is a sales engineer?
Where one person copies the nonverbals of another
What is Mirroring?
The rate of speech, loudness, pitch, quality, and articulation of a person’s voice.
What are Voice Characteristics?
Story or scenario designed to help the buyer visualize a point.
What is a word picture?
The act of preparing for an engagement with a prospect over the phone.
What is planning for the sales call?
Someone who manages existing accounts
What is an account manager?
Nonspoken forms of expression—body language, space, and appearance—that communicate thoughts and emotions.
What is non-verbal Communication?
Speech characterized by high volume and intensity.
What is Loudness?
The process of a firm using various go-to-market strategies at the same time.
What is a multichannel strategy?
Asking for referrals post sale
What is Building Partnership relationships after the sale?
Independent businesspeople who are paid a commission by a manufacturer for all products and services the agents sell.
Manufacturers' agents
That physical space around a person in which listening to speeches and interacting with passersby is comfortable for that person.
What is the public zone?
Anything unrelated to the message being exchanged between a salesperson and a customer that distracts from the message being communicated.
What are noises?
The ability to effectively understand and use your own emotions and those of people with whom you interact.
What is Emotional Intelligence?