| A | B |
|---|
| Pre-approach | preparation for the face-to-face encounter with potential customers |
| prospect | a lead - a potential customer |
| referrals | names of other people who might buy a product |
| endless chain method | when salespeople ask previous customers for names of potential customers |
| cold canvassing | potential customers are selected at random - door-to-door, selecting names from ph bk |
| Sales quotas | dollar or unit sales goals set for the sales staff to achieve in certain time |
| service approach | the salesperson asks the customer if they need assistance |
| greeting approach | salesperson simply welcomes customer to the store |
| merchandise approach | salesperson makes a comment or asks questions about a products customer is interested in. |
| Nonverbal communication | expressing without words |
| open-ended questions | require more than a yes or no answer |
