BUS 508 Fall 2018

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.

Concerned with maintaining or enhancing market share and encouraging sales growth.

A geographic area that is the responsibility of one salesperson or several working together.

Leads, prospects, customers

The specific sales or profit objective a salesperson is expected to achieve.

The sales step in which a salesperson or company identifies qualified potential customers.

To discuss something in an attempt to reach agreement.

The relative power of a party with respect to another party or parties that influences abilities to set agendas, influence outcomes, and negotiate terms during bargaining.

Occurs prior to meeting the customer for the first time and extends the qualification of leads procedure; in this step, the salesperson conducts additional research and develops plans for meeting with the customer.

The sales rep merely introduces himself and identifies the company he represents.

An approach that involves doing something unusual to catch the prospect's attention and interest.

Resistance to a product/service based on the price of the product being too high for the buyer.

An objection that delays the presentation or the sale.

A loyalty-related objection by which the prospect states a preference for another company or salesperson, and may specify a dislike for the salesperson's company.

Obtaining a commitment from the customer to make a purchase.