Glossary
A guide to key terms used in World-Class Selling: New Sales Competencies.
Area of expertise: the specific technical and professional skills and knowledge required for success in sales specialty areas.
Buyer facilitation: a customer-focused selling approach that begins with identifying the buyer’s needs, proceeds through providing information and educating the buyer, then on to demonstrating the product’s value and results. Emphasizes influence over manipulation.
Buying organization: any company, association, team, person, or entity that has been identified as needing to purchase a product or service. A buying organization can be a prospect, or a current or previous customer or client to the selling organization. The buying organization ...
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