Direct contact with a prospective customer with the objective of selling a product.

Personal selling done over the telephone.

Office that is set up for the purpose of receiving and making customer calls for an organziation.

Tasks that are performed before contact is made with a customer.

Sales method of showing the major selling features of a product and how it benefits the customer.

Potential customer. Also called a prospect

Process of making contact with people who are not expecting a sales contact.

Series of steps that a salesperson goes through to help the customer make a satisfying buying decision.

Step in the sales process in which the salesperson makes the first in-person contact with a potential customer.

B2C approach that starts with the phrase - May I help you?.

B2C approach that consists of a friendly welcome to the store or department.

B2C approach in which the conversation starts with a comment about the product.

B2C approach that combines the greeting and merchandise approaches.

Sales technique of showing products that are different from the originally requested product.

Concerns or other reasons a customer has for not making a purchase.

Personal reasons not to buy.

Moment when a customer agrees to buy a product.

Verbal and nonverbal signs that a customer is ready to purchase.

Promising more than the product or the business can deliver.

Sales technique of suggesting additional items to go with merchandise requested by a customer.

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