Selling Building Partnerships 8Th Edition Chapter 7

Front 1

When a salesperson prefers to spend practically all his or her time analyzing the situation and gathering information instead of making sales calls.

Back 1

Analysis Paralysis

Front 2

Buyer's subordinates who plan and schedule interviews for their superiors; also called screens

Back 2

Barriers

Front 3

The way in which a salesperson's product or service will meet the prospect's need and how that is different from the offerings of competitors, especially the next-best-alternative.

Back 3

Customer Value Proposition

Front 4

The person in the organization who is most likely to perceive problems and dissatisfactions; leads to the focus of power

Back 4

Focus of Dissatisfaction

Front 5

There person in the organization who can approve, prevent, or influence action.

Back 5

Focus of Power

Front 6

The person in the organization who will listen receptively and provide a seller with valuable information; leads to the focus of dissatisfaction.

Back 6

Focus of Receptivity

Front 7

Individuals in the buyer's organization who carry great influence and are opposed to the salesperson's product or service.

Back 7

Influential Adversaries

Front 8

The minimum that a salesperson hopes to accomplish in an upcoming sales call

Back 8

Minimum Call Objective

Front 9

The most optimistic outcome the salesperson thinks could occur in a given sales call.

Back 9

Optimistic Call Objective

Front 10

Actual goal the salesperson hopes to achieve in an upcoming sales call.

Back 10

Primary Call Objective

Front 11

Online databases that include in one place many sources of information that the salesperson might need. Include items such as account data, competitor intelligence, and news about the industry, the company, and the economy.

Back 11

Sales Portals

Front 12

Same as Barriers

Back 12

Screens

Front 13

Goals a salesperson hopes to achieve during a sales call that have somewhat less priority than the primary call objective

Back 13

Secondary Call Objectives

Front 14

Sending the customer important and useful items or information prior to the meeting

Back 14

Seeding

Front 15

A team that consists of all people in the selling organization who participate in a selling opportunity.

Back 15

Selling Center

Front 16

Meetings in which people are not physically present in one location but are connected via voice and video.

Back 16

Videoconferencing

Front 17

Videoconferencing in which the meeting is broadcast over the internet

Back 17

Virtual Sales Call

Front 18

Videoconferencing in which the meeting is broadcast over the internet

Back 18

Webcasting