Chapter 14 Vocabulary

a sales tactic of visiting or phoning potential clients who were not expecting to be contacted by a salesperson.

• Cold calls

• Upselling

• Suggestive selling

• Cross-selling

this practice encourages a client or guest to upgrade to more expensive products, goods, or services.

• upselling

• Cold calls

• Suggestive selling

• Cross-selling

his technique involves selling additional products to an existing client. The advantage to the client is dealing with one supplier/vendor for multiple products, goods, or services, while the company increases its products, goods, or services sales base.

• cold calls

• upselling

• suggestive selling

• cross-selling

this type of selling influences a guest’s choice by highlighting a variety of options using words that describe the item to make it appealing

• cold calls

• suggestive selling

• cross-selling

• upselling

focuses on group sales for weddings, family reunions, organized tour groups, school trips, and other event involving a large number of guests.

• Catered event sales

• Metting room sales

• Group sales

• conference room sales

focuses on planned events involving food and other activities typically available to family groups, company outings, and organizational events.

• group sales

• Catered events

• conference room sales

• meeting room sales

focuses on planned off site meetings by business travelers, organizations, and other groups.

• catered events sale

• group sales

• Meeting room sales

• conference room sales

focuses on providing all aspects of a convention or conference group’s needs, including hotels rooms, meeting space, exhibitor space, and meals.

• cross-selling

• Convention/ conference sales

• group sales

• meeting room sales