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