| A | B |
|---|
| Buying Process | The series of mental steps that a customer goes through when making a purchase. |
| Customer Benefits | The advantages or personal satisfaction that customers will get from the product. |
| Emotional Buying Process | Feelings the buyer associates with the product. |
| Order Getting | Seeking out buyers and giving them a well-organized presentation. |
| Order Taking | The completion of a sale to a customer who has sought out a product. |
| Personal Selling | The oral presentation made by a salesperson to help a customer make a buying decision. |
| Prospecting | Looking for new customers. |
| Rational Buying Motives | Conscious decisions for making a purchase. |
| Sales Call Reports | Salespeople’s record reporting information such as the number of calls made, orders taken, miles traveled, days worked, new prospects contacted, and new accounts sold. |
| Sales Forecast | An estimate of sales for a specified period. |
| Sales Quota | A goal assigned to a salesperson for a specific period. |
