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18 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Analysis Paralysis
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A salesperson prefers to spend practically all his or her time analyzing the situation and gathering information.
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Barriers
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Buyer's subordinates who plan and schedule interviews for their superiors.
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*also called screens.
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Customer Value Proposition (value proposition)
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The way a salesperson's product or service will meet the prospet's needs and how that is different from the offerings of competitors.
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Focus of disatisfaction
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The person in the organization who is most likely to percieve problems and dissatisfactions.
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Focus of Power
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The person in the organization who can approve, prevent, or influence action.
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Focus of Receptivity
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The person in the organization who will listen receptively and provide a seller valuable information.
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Influential Adversaries
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Indivisuals in the buyer's organization who carry great influence and are opposed to the salesperson's product or service.
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Minimum Call Objective
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The minimum that a salesperson hopes to accomplish in an upcoming sales call.
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Optimistic Call Objective
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The most optimistic outcome the salesperson thinks could occur in a given sales call.
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Primary Call Objective
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Actual goal the salesperson hopes to achieve in an upcoming sales all.
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Sales Portals
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Online databases including sources of information salespeople might need.
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Screens
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Buyer's subordinates who plan and schedule interviews for their superiors.
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*also called barriers
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Secondary Call Objectives
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Goals a salesperson hopes to achieve during a sales call that have somewhat less priority than the primary call objective.
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Seeding
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Sending the customer important and useful items or information prior to the meeting.
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Selling Center
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A team that consists of all people in the selling organization who participate in a selling opportunity.
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Video Conferencing
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Meetings in which people are not physically present in one location but are connected via voice and video.
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Virtual Sales Call
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Videoconferencing in which the meeting is broadcast over the internet.
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*Also known as webasting
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Webcasting
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Videoconferencing in which the meeting is broadcast over the internet.
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*Also known as virtual sales call
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