7-2 The Selling Process, Part 1 Vocabulary

Match the following

• Affinity

• The process of a salesperson contacting individuals who have not previously known about or shown interest in a product or service.

• Lead

• A personal or emotional connection between a customer and a business.

• Lead Generation

• The marketing process of gathering a list of potential customers who are interested in a product or service.

• Cold‐Calling

• A potential customer

Match the following

• Mirroring

• The informal exchange of information between people and professionals with common interests.

• Networking

• The idea of customers wanting to be like people who are similar to them.

• Rapport

• Identifying of potential customers

• Prospecting

• A close and harmonious relationship

Match the following

• Suggestive Selling

• The set of repeatable steps in the sales cycle, from identifying potential customers to closing the sale.

• Sales Process

• A sales technique where salespeople ask customers if they would like to purchase more products or services, (usually complementary products to the primary product being offered for sale).

• Reciprocity

• Giving someone something so they feel compelled to give something back in return.

• Referrals

• The act of current customers referring new potential customers.

A personal or emotional connection between a customer and a business.

The process of a salesperson contacting individuals who have not previously known about or shown interest in a product or service.

A potential customer

The marketing process of gathering a list of potential customers who are interested in a product or service.

The idea of customers wanting to be like people who are similar to them.

The informal exchange of information between people and professionals with common interests.

Identifying of potential customers