| A | B |
|---|
| Prospecting | systematic approach to developing new sales leads or customers |
| Preapproach | research about prospective customers needs |
| Approach | salesperson's first contact with customer |
| Determing needs | finding out how the customer can be helped |
| Presentation | actual demonstration and description of the benefits to the customer |
| Overcoming objections | approiate method to respond to customer concerns |
| Closing the sale | bring the process to a successful conclusion |
| Suggestion selling | recommending additional products that go along with the item being purchased |
| Closing mechanics | writing up or ringing up the sale |
| Follow-up | making sure the customer is satisfied with the purchase and related services |
