| A | B |
|---|
| Close | The point in the selling process at which the customer makes a favorable buying decision |
| Suggestion selling | A sales technique in which the salesperson attempts to increase the customer's purchase by recommending additional items after the original decision to buy has been made |
| Establishing relationships | The phase of the selling process which involves making initial contact with customers to create the right selling environment |
| Features | Facts or characteristics of a product |
| Follow up | The determination of a customer's satisfaction with a good or service after a sales presentation regardless of whether or not a sale was made |
| Need | Something required or essential which is lacking |
| Objection | A point of difference between a customer and a salesperson that may prevent a sale; the customer's reason for not buying |
| Preparing to sell | The phase of the selling process in which the salesperson acquires knowledge about the product, generates and qualifies sales leads, and prepares the sales presentation |
| Prescribing solutions | The phase of the selling process in which the salesperson recommends specific goods or services which meet the customers' needs |
| Product demonstration | Actions of the salesperson in the sales presentation that show the product's features |
| Reaching closure | The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy |
| Reaffirming the buyer seller relationship | The phase of the selling process which requires the salesperson to utilize techniques to follow up a sale to increase the customer's confidence in the buying decision |
| Sales lead generation | The act of finding potential customers |
| Sales lead qualification | The act of determining if a potential customer has the interest, ability, and authoritr to buy a product |
| Sales presentation | The sales procedure in which the salesperson shows the customer the benefits of the product's features; includes the sales talk and the product demonstration |
| Benefits | Advantages customers receive from using a product |
| Selling process | A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale |
| Discovering customer needs | The phase of the selling process in which the salesperson determines what a customer needs/wants through the use of questioning and listening |
