The point in the selling process at which the customer makes a favorable buying decision.

The phase of the selling process in which the slues person determines what a customer needs/wants through the use of questioning and listening.

The phase of the selling process which involves making initial contact with customers to create the right selling environment.

Facts or characteristics of a product.

Something required or essential which is lacking.

A sales technique in which the salesperson attempts to increase the customer's purchase by recommending additional items after the original decision to buy has been made.

A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale.

The sales procedure in which the salesperson shows the customer the benefits of the product's features; includes the sales talk and demonstration.

The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy.