Mark 3337 Ch 10. Key Terms
survey approach
A non-threatening approach that allows the salesperson to gather information about the prospect before the call is the:
question approach
An approach that gets the prospect thinking about a problem the salesperson can solve is the:
premium approach
An approach that involves giving the customer free samples of the product is the:
referral approach
An approach that involves using the good will of a third party to make contact with the prospect is the:
Six step presentaion plan
Approach Need discovery Presentation Negotation close servicing the sale
pre-approach
Before the salesperson makes an approach, he or she needs to plan the:
Action Approach
Every Sales call should have:Financial information, visit, trail product, follow up meeting, place order.
presentation strategy
Preparing presale objectives, developing a presale presentation plan, and providing outstanding customer service are the three parts of:
negotiation
The step in the Presentation Plan involving anticipating buyer concerns and using the win-win methods is the:
approach
The step in the Presentation Plan involving reviewing goals and making initial contact is the