Vocab

3. 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
5. 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
8. The phase of the selling process which involves making initial contact with customers to create the right selling environment
10. The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy
12. The act of finding potential customers
13. The determination of a customer’s satisfaction with a good or service after a sales presentation regardless of whether or not a sale was made
14. 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
15. Something required or essential which is lacking

1. The sales procedure in which the salesperson shows the customer the benefits of the product’s features; includes the sales dialogue and product demonstration
2. 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
4. The phase of the selling process in which the salesperson recommends specific goods or services which meet the customer’s needs
6. The act of determining if a potential customer has the interest, ability, and authority to buy a product
7. Actions of the salesperson in the sales presentation that show the product’s features
9. A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying
11. Facts or characteristics of a product