Sales 2: Unit 2 Vocab

People who are willing to pass along the leads to salespeople

• centers of influence

• bird dogs

• prospects

People who can boost market access through referrals and word-of-mouth.

• prospects

• centers of influence

• bird dogs

An unsolicited call by phone or in person attempting to sell goods/services is known as a cold call.

• False

• True

Method of prospecting where customers suggest other customers who might be interested.

• Networking

• Referrals

• Endless Chain

• Lead

A person or business who may eventually become a client.

• Lead

• Center of Influence

• Referral

Developing & using contacts made in business for purposes beyond the initial contact.

• Networking

• Referrals

• Endless Chain

A potential purchaser of your product or service

• Lead

• Prospect

The act of finding possible customers

• Digging

• Searching

• Prospecting

• Panning

Asking your customers to refer your product to another company.

• Networking

• Referral

• Prospecting

A qualified prospect is someone who is already buying and using your product.

• False

• True