Term
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Definition
| Advantages customers receive from using a product |
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Term
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Definition
| The point in the selling process at which the customer makes a favorable buying decision |
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Discovering Customer Needs |
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Definition
| The phase of the selling process in which the salesperson determines what a customer needs/wants through the use of questioning and listening |
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Term
Establishing Relationships |
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Definition
| The phase of the selling process which involves making initial contact with customers to create the right selling environment |
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Term
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Definition
| Facts or characteristics of a product |
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Term
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Definition
| The determination of a customer’s satisfaction with a product after a sales presentation regardless of whether or not a sale was made |
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Term
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Definition
| Something required or essential which is lacking |
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Term
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Definition
| A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying |
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Term
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Definition
| The phase of the selling process in which the salesperson acquires knowledge about the product, generates and qualifies sales leads, and prepares the sales presentation |
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Term
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Definition
| The phase of the selling process in which the salesperson recommends specific goods or services which meet the customer’s needs |
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Term
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Definition
| Actions of the salesperson in the sales presentation that show the product’s features |
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Term
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Definition
| The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy |
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Term
Reaffirming the Buyer-Seller Relationship |
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Definition
| The phase of the selling process which requires the salesperson to utilize techniques to follow up a sale to increase the customer’s confidence in the buying decision |
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Term
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Definition
| The act of finding potential customers |
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Term
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Definition
| The act of determining if a potential customer has the interest, ability, and authority to buy a product |
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Term
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Definition
| The sales procedure in which the salesperson shows the customer the benefits of the product’s features; includes the sales dialog and product demonstration |
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Term
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Definition
| A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale |
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Term
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Definition
| A sales technique in which the salesperson attempts to increase the customer’s purchase by recommending additional items after the original decision to buy has been made |
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