Term
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Definition
| the most challenging, rewarding, and enjoyable aspect of the buyer-seller interaction. |
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Term
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Definition
| A salesperson discusses issues with a prospect or customer in person or over the phone |
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Term
| Salesperson to buyer group |
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Definition
| A salesperson gets to know as many members of the buyer group as possible |
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Term
| Sales team to buyer group |
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Definition
| A company sales team works closely with the members of the customer's buying group. |
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Term
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Definition
| The salesperson brings company resource people to discuss a major problem or opportunity. |
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Term
| the memorized presentation |
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Definition
| based on either of two assupmtions: that a prospect's needs can be stimulated by direct exposure tot he product, or that these needs ahve already been stimulated because the prospect has made the effor to tseek out the product. |
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Term
| the formula sales presentation |
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Definition
| often referred to as the persuasive selling presentation. It's akin to the memorized method: it is based on the assumption that similar prospects in similar situations can be approached with similar presentations. |
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Term
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Definition
A: Attention
I: Interest
D: Desire
A: Action |
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