Role of Sales
Any direct contact between a salesperson and a customer with the objective of making a sale.
Personal Selling
Consists of tasks that are preformed before contact is made with a customer.
Pre-Approach
The is the heart of the sales process and involves the salesperson showing how the product works.
Presenting the Product
The first in-person contact a salesperson makes with a potential customer
The Approach
When a customer acts and speaks as if the product is already his or hers
Mental Ownership
In this type of sale, the salesperson usually goes to the customer's place of business
Business-to-business selling (B2B)
Method of showing the major features of that product and how it benefits the customer
Feature-benefit selling
Asking questions to try to understand what the customer is looking for
Determining Needs
"Hi, how are you doing today?" is what type of approach?
Greeting Approach
This closing strategy is used when it is assumed a customer is going to purchase.
The assumption close
This type of sales person visits with the customer at his or her place of business.
Outside Salesperson
The process of making contact with people who are not expecting a sales contact
Cold Calling
The moment when a customer agrees to buy a product
The Close
The technique of showing products that are different from the originally requested product
Substitute Selling
The technique of suggesting additional items or optional feature to go with merchandise requested.
Suggestion Selling
This type of sale is made in the place of business, such as a retail store.
Business-to-consumer selling (B2C)
A potential customer for a salesperson
A lead
Concerns or reasons a customer has for not making a purchase
Objections
Deciding to buy a new car because your current car is broken down is what type of buying motive?
Rational Buying
This is the part of the website that gives detailed answers to questions or issues that show up most often.
Frequently Asked Questions (FAQ)
This is the attitude that customer satisfaction always comes first.
Customer-service mindset
Understanding the product or service a salespersons sells is done by
Product/Service Training
After the transaction is complete, it is important for a salesperson to
Follow Up
Verbal or nonverbal signs that a customer is ready to purchase
Buying Signals
This consists of the employees who assist customers, take orders, or answer questions coming into the company.
Customer Support Team