What is one of the key roles that salespeople have which is the distribution of knowledge about new technology
100
Centers of Influence
What is the prospecting method in which salespeople seek to obtain leads from influential people
100
Sales call
An in-person meeting between a salesperson or sales team to discuss business
100
Confirmed benefits
What are the term that describes the benefits that the buyer has indicated are of interest?
100
Sales resistance
What is a buyer's objection to a product or service during a sales presentation that slows down or stops the buying process?
200
AIDA
What is the mental states or formulat approach--stands for Attention, Interest, Desire, Action
200
The process of identifying, qualifying, and prioritizing sales opportunites.
What is the process of strategic prospecting?
200
Sales dialogue template
What is a flexible planning tool that assists the salesperson in assembling pertinent information to be covered in the sales presentation
200
Comparison
What is a statement that points out and illustrates the similiarities between two points?
200
Time objections
What is a form of resistance that puts of the decision to buy until a later time?
300
Rigth and wrong conduct of individuals and institutions of which they are a part
What is ethics?
300
networking vs prospecting
What is networking is improvisational and prospecting is assessing need or demand to move forward?
300
Rational Buying Motive
What are the motives that typically relate to the economics of the situation, including cost, profitability, quality, service offered, and the total value of the seller's offering as perceived by the customer.
300
SPECS
What is a technique used to facilitate teh effectiveness of presenation tools and sales aids?
300
Translation or Boomerang
What is a method of responding to an objection where the salesperson turns the objection into a reason to buy.
400
Needs Gap
What is the difference between the buyer's desired state and the buyer's actual state?
400
sales funnel
What is how strategic prospecting is often viewed?
400
Feature
What is a quality or characteristic of a product or service taht is designed to provide value to the buyer
400
Preselling
What is when salespeople present their product/service to individual buyer's before a major sales dialogue with a group of buyers?
400
Commitment signals
What is a favorable statement a buyer makes during a sales presentation that signals buyer commitment?
500
Cold Canvassing
What is the least productive form of prospecting?
500
Sales prospect
What is an individual or organization that has a need for the product or service, has the budget and has the authority.
500
buying process that works with homegenous customer needs and motives
What is a canned presentation?
500
Testomonials
What are statements from satisfied customers of the product or service?
500
LAARC
What is an acronym that describes an effective process for a salesperson to follow when overcoming sales resistance?