Glossary
- 3-D Product Solutions Selling Model
Illustrates the product, company, and salesperson features available to satisfy the customer’s potential 3-D cluster of satisfactions.
- account analysis
Estimates the sales potential for each prospect.
- account or business development
The process of identifying and developing potential customers in the business-to-business (B2B) market. Is also referred to as prospecting.
- action objective
Something that you want the customer to do during the sales presentation, such as provide specific financial information, schedule a visit to your manufacturing plant, agree to a trial use of your product, agree to a follow-up meeting, or place an order.
- active listening
The process of sending back to the person what you ...
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