A verbal or visual cue that indicates a potential customer is interested in purchasing a product or service. A buying signal indicates that a salesperson should begin to close the sale.

A customized sales presentation approach in which the salesperson is viewed as an expert and serves as a consultant to the customer. The salesperson identifies the prospects' needs and recommends the best solution even if the best solution does not require the salesperson's products or services.

The forces causing a buyer to seek satisfaction of a specific need. Buyers are influenced by rational appeals (e.g., economic factors such as cost, quality, and service) and emotional appeals (e.g., status, security, and fear).

A sales goal or objective that is assigned to a marketing unit.

A method of prospecting in which a salesperson asks customers to suggest other customers who might be interested in the salesperson's offerings.

The culmination of a sales presentation in which a salesperson attempts to get a customer to commit to buying a product or service.

A method of prospecting under which a salesperson calls on totally unfamiliar organizations and prospects.

The personal or impersonal process whereby the salesperson ascertains, activates, and satisfies the needs of the buyer to the mutual, continuous benefit of both buyer and seller.

The activities preceding the sales call that include prospecting, collecting information, and planning the sales presentation.

Selling that involves a face-to-face interaction with the customer.

A method used by salespeople to respond to customer objections by turning the objection into a reason for acting immediately.

A concern or question raised by a prospect to a salesperson.

A lead for a prospect given to the salesperson by an existing customer

A potential qualified customer who has the willingness, financial capacity, authority, and eligibility to buy the salesperson's offering.

Creates more meaningful on-on-one communications with the customer by applying customer data (demographic, industry, buying history, etc.) to every communications vehicle.

A business that markets and sells its products or services to other businesses.