Chapter 9 Vocabulary Entrepreneurship

another term for salespeople or sales representatives

• Objections

• sales lead

• sales force

• referral

When a person provides contact information for someone else who may be interested in your product or service.

• Objections

• sales lead

• sales force

• referral

a person or company that has some characteristics of your target market

• Objections

• sales lead

• sales force

• referral

reasons that a customer may be reluctant or cautious about buying

• Objections

• sales lead

• sales force

• referral

The process of using a computer program to search large collections of electronic information (databases) and look for patterns or trends is called:

• cold call

• data mining

• prospect

• sales call

a potential customer

• cold call

• data mining

• prospect

• sales call

When a salesperson contacts someone he or she does not know, and without prior notice, it is called:

• cold call

• data mining

• prospect

• sales call

Many times, qualifying a sales lead requires making contact by telephone or in person.

• cold call

• data mining

• prospect

• sales call

refers to an emotional connection between people, based on feelings of mutual trust and respect

• sales account

• request for proposal (RFP)

• External sales

• rapport

obtained by hiring another company to do the

selling for you

• sales account

• request for proposal (RFP)

• External sales

• rapport