MP: Selling and Sales Vocab

motives that influence where a person purchases product on a regular basis

• patronage motives

• product benefit

• prospecting

• sales forecast

actual factor or perceived factor that satisfies what a customer needs or wants

• patronage motives

• product benefit

• prospecting

• sales forecast

specific design characteristics that allow a product to perform certain tasks

• patronage motives

• product feature

• prospecting

• sales forecast

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

• Prospecting

• Product benefit

• Patronage motive

• closing

a prediction of future sales over a specific period of time

• sales forecast

• Product benefit

• Patronage motive

• closing

the specific sales or profit objective a sales person is expected to achieve

• sales quota

• Product benefit

• Patronage motive

• closing

the ability to persuade people to buy a company's products or services

• sales technique

• Product benefit

• Patronage motive

• closing

obtaining a commitment from the customer to make a purchase

• closing sale

• product

• sales forecast

• product benefit

The idea that consumers will not buy enough of the firm's products unless the firm undertakes a large-scale selling and promotion effort

• selling concept

• product

• sales forecast

• product benefit

a great way to boost your revenues by selling more to existing customers by getting referrals to new customers. the period immediately following a sale is what is often called the honeymoon phase, when there's a certain level of excitement on both sides

• selling concept

• selling follow up

• sales forecast

• product benefit