B2B Selling (MKT2130)

5. the third step in the buying process
6. an objection based on a prospect's prefernce for another company
9. a closing technique where the prospect must "act now"
10. the continuous prospecting method of making and utilizing contacts
11. the five steps or phrases that constitute a purchase decision
14. the act of reaching a mutual agreement
16. a ratio that determins the actual cost to the prospect
18. a type of proposition that gives the prospect a compelling reason to buy the product
20. the process of helping people make a decision that will benefit them
22. the method of offsetting negative product aspects with better benefit aspects
23. an acronym describing a sequential questioning approach used by salespeople
24. a closing technique where the salesperson attempts to reverse objections with persuasive sales argument
25. the process which determines if the prospect has the money, authority, and desire to purchase
26. an approach where the salesperson offers a prospect something as an inducement to buy
27. planning the sales call

1. the most common but least powerful approach to capture the prospect's attention
2. a direct comparison statement using the words like, or, as
3. using a third party statement as proof
4. the ability to work and contact people throughout the account
7. a sequence of things to do and say to stress benefits important to customer
8. signals indicating a buyer is ready to buy
11. is often referred to as a formula sales presentation
12. an advantage held over the competition
13. questions that help salespeople onbtain information from prospects
15. the process of turning an objection into a reason to buy
17. a closing technique using graphs and bar charts
19. the prospect's opposition or resistance to the salesperson's information or request
21. the fifth mental step in the buying process
22. an approach where a salesperson creates a prospect's curiousity in a product or service