marketing vocab quiz

Customer Relationship Management

A system businesses use to manage and improve relationships with customers.

Sales Quota

A sales goal a salesperson is expected to reach in a certain time.

Personal Selling

Selling that involves direct communication between a salesperson and a customer.

Telemarketing

Selling products or services over the phone.

Feature-benefit selling

A selling method that explains how a product’s features help the customer.

Greeting approach

A sales approach that starts with a friendly greeting to get the customer’s attention.

Service approach

A sales approach that focuses on helping the customer with their needs.

Merchandise approach

A sales approach that focuses on showing and explaining the product.

Objections

Reasons customers give for not buying a product.

Excuses

Weak or untrue reasons given to avoid making a decision.

Objection analysis sheet

A form used to plan answers to customer objections.

Layman’s terms

Simple language that is easy for anyone to understand.

Closing the sale

The step where the salesperson asks the customer to buy.

Trial close

A question used to see if the customer is ready to buy.

Buying Signals

Signs that show a customer is interested in buying.

Suggestion Selling

Recommending extra or related products to the customer.

Invoice

A bill showing what was bought and how much is owed.

Purchase order

A document a buyer sends to order goods from a seller.

Cash-on-delivery

Payment made when the product is delivered.

UPC

A barcode used to identify a product at checkout.