8 terms

Personal Selling 10

persentation strategy
Establishing objectives for the sales presentation, preparing the presale presenation plan needed to meet those objectives, and renewing ones commitment to prociding outstanding customer service
activites that precede the actual sales call and set the stage for a personalized sales approach, tailored to the specific needs of the prospect. this involves the planning necessary for the actual meeting with a prospect
the first contact with the prospect. ojectives: build rapport with the prospect, capture full attention, and generate interest in the product you are selling
action objective
something that you want a customer to do during a salescall
six step presenation plan
preperation involving the those activities that will take place during the sales presentation
process of using telephone for sales
elevator speech
focuses on the benefit of working with the salesperson and is used to open the door and establish credibility to meet a need
sales call reluctance
includes thoughts, feelings, and behavorial patterns that conspire to limit what a salesperson can accomplish