| A | B |
|---|
| preapproach | getting ready to sell |
| prospect | looking for new customers |
| lead | a potential customer |
| referrals | the names of other people who might buy the product |
| cold canvassing | trying to locate potential customers with little help other than a telephone directory |
| endless chain method | when salespeople ask previous customers for names of potential customers |
| service approach | the salesperson asks the customer if they need assistance "May I help you?" |
| greeting approach | salesperson simply welcomes the customer to the store "Good morning" |
| merchandise approach | the salesperson makes a comment or asks questions about a product the customer is looking at "That shirt is made of a cotton polyester blend" |
