Ch.7 Preparing for Sales Flashcards
Any form of direct contact between a salesperson and a customer.
Personal Selling
Sales that take place in a manufacturer’s or wholesaler’s showroom (inside sales) or in a customer’s place of business (outside sales).
Business-to-Business Selling
The process of selling over the telephone
Telemarketing
Sales that provides solutions to customers’ problems by finding products that meet their needs.
Consultative Selling
The advantages of personal satisfaction a customer will get from a good or service
Customer Benefits
A conscious, logical reason for a purchase.
Rational Motive
A feeling experienced by a customer through association with a product.
Emotional Motives
The process used when there has been little or no previous experience with an item.
Extensive Decision Making
The process used when a person buys goods and services that he or she has purchased before but not regularly.
Limited Decision Making
The process used when a person needs little information about a product to make a decision because he or she buys it regularly.
Routine Decision Making
Going face to face contact with a potential customer
Pre-Approach Prospect Referral
The process of locating as many potential customers as possible without checking out any leads beforehand.
Cold Canvasing
Dollar or unit sales goals set for the sales staff to achieve in a specified period of time.
Sales Quotas
A potential customer; also known as a lead.
Prospect
The process of asking previous customers for names of potential customers.
Endless Chain Method
