Term
|
Definition
| the process of locating potential customers for a product or service |
|
|
Term
|
Definition
|
|
Term
| steps in the selling process |
|
Definition
prospecting
collecting precall information
making the approach
discovering needs
making the presentation
responding to objections
obtaining commitment
follow-up |
|
|
Term
|
Definition
| a written statement that clearly states how purchasing your product or service can help add shareholder value |
|
|
Term
|
Definition
| sending the customer important and useful pieces of information prior to the meeting |
|
|
Term
|
Definition
acknowledge
acquire
advice
assure |
|
|
Term
|
Definition
| a close harmonious relationship founded on mutual trust |
|
|
Term
|
Definition
situational questions
problem questions
implication questions
need payoff questions |
|
|
Term
|
Definition
| statements written by satisfied users of a product or service |
|
|
Term
|
Definition
| concern or a question raised by the buyer |
|
|
Term
| major types of objections |
|
Definition
needs
product
source
price
time |
|
|
Term
|
Definition
| prevent from doing something ahead of time |
|
|
Term
|
Definition
| concerns expressed by the buyer that mask the buyer's true objections |
|
|
Term
|
Definition
| the salesperson makes a relatively stron statement to indicate the error the prospect has made |
|
|
Term
|
Definition
| the salesperson denies the objection but attempts to soften the response |
|
|
Term
|
Definition
| salesperson will admit that such objections are valid and then proceed to show any compensating advantages |
|
|
Term
|
Definition
| the salesperson goes on to relate that others actually found their initial opinions to be unfounded after they tried the product |
|
|
Term
|
Definition
| the salesperson turns the objection into a reason for buying the product or service |
|
|
Term
|
Definition
| the salesperson lets the buyer talk, acknowledges the concern was heard, pause, then move on to another topic |
|
|
Term
|
Definition
| the salesperson would ask permission to answer the question at a later time |
|
|
Term
|
Definition
| asking for the buyers business |
|
|
Term
|
Definition
| indications that the buyer is ready to buy can be evidenced both in the buyer's comments and nonverbally |
|
|
Term
|
Definition
| most straightforward effective method of obtaining commitment is simply asking for it |
|
|
Term
|
Definition
| the salesperson simply reminds the prospect of the agreed-on benefits of the proposal |
|
|
Term
|
Definition
| aids prospects who cannot make a decision, even though no reason for their behavior is apparent |
|
|
Term
|
Definition
| sales reps initally attempt to obtain commitment by another method, if unsuccessful, the salesperson uses a series of questions designed to discover the reason for hesitation |
|
|
Term
|
Definition
| the seller assumes it is easier to get the prospect to decide on a very trivial point rather than on the whole proposition |
|
|
Term
|
Definition
| the seller constantly asks questions for which the prospect most logically would answer yes |
|
|
Term
|
Definition
| the seller without asking for the order simply begins to write it up |
|
|
Term
|
Definition
| the seller attempts to obtain commitment by describing the negative consquences of waiting |
|
|
Term
|
Definition
| sells attempts to obtain commitment by another method, if unsuccessful the seller offers a discount of ordering today |
|
|
Term
|
Definition
| the seller appeals to the buyers emotions to close the sale |
|
|
Term
|
Definition
| the bargaining process through which buyers and sellers resolve ares of conflict and/or arrive at agreements |
|
|
Term
|
Definition
| the negotiator attempts to win all the important concessions and thus triumph over the opponenet |
|
|
Term
|
Definition
| the negotiator attempts to secure an agreement that satifies both parties |
|
|
Term
|
Definition
| the development of alternative paths to the same goal |
|
|
Term
|
Definition
| assertive and uncooperative |
|
|
Term
|
Definition
| cooperative and unassertive |
|
|
Term
|
Definition
| unassertive and uncooperative |
|
|
Term
|
Definition
| in the middle in terms of cooperativeness and assertiveness |
|
|
Term
|
Definition
| assertive and cooperative |
|
|
Term
|
Definition
| desire for a positive identity or self-concept |
|
|
Term
|
Definition
| when one party agrees to change a position in some fashion |
|
|
Term
|
Definition
| buying team achieves its goals while the selling team doesn't. sellers expect to achieve their goals in the near future |
|
|
