Shared Flashcard Set

Details

SE-126
Defenitions
18
Marketing
10th Grade
10/07/2014

Additional Marketing Flashcards

 


 

Cards

Term


Benefits

Definition
Advantages customers receive from using a product
Term


Close

Definition
The point in the selling process at which the customer makes a favorable buying decision
Term


Discovering Customer Needs

Definition
The phase of the selling process in which the salesperson determines what a customer needs/wants through the use of questioning and listening
Term


Establishing Relationships

Definition
The phase of the selling process which involves making initial contact with customers to create the right selling environment
Term


Features

Definition
Facts or characteristics of a product
Term


Fallow-up

Definition
The determination of a customer’s satisfaction with a product after a sales presentation regardless of whether or not a sale was made
Term


Need

Definition
Something required or essential which is lacking
Term


Objection

Definition
A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying
Term


Preparing to Sell

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
Term


Prescribing Solutions

Definition
The phase of the selling process in which the salesperson recommends specific goods or services which meet the customer’s needs
Term


Product Demonstration

Definition
Actions of the salesperson in the sales presentation that show the product’s features
Term


Reaching Closure

Definition
The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy
Term


Reaffirming the Buyer-Seller Relationship

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
Term


Sales Lead Generation

Definition
The act of finding potential customers
Term


Sales Lead Qualification

Definition
The act of determining if a potential customer has the interest, ability, and authority to buy a product
Term


Sales Presentation

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
Term


Selling Process

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
Term
Suggestion Selling
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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