Match the correct term to the given description

action

gatekeepers

customer benefit plan

desire

customer profile

interactive need-satisfaction presentation

formula sales presentation

attention

conviction

competitive advantage

creative problem solvers

call reluctance

1 the last of the prospect's mental steps-when the prospect buys your product

2 the first mental step in the buying process

3 a feeling of not wanting to contact a prospect or customer

4 an advantage held over the competition

5 the fourth mental step in the buying process

6 individuals who have the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer

7 a plan that contains the nucleus of information used in the sales presentation

8 an outline that gives relevant information regarding the firm, the buyer, and individuals who influence the buying decision

9

the third mental step in the buying process

10 a presentation by which the salesperson follows a general outline that allows more flexibility and tries to determine prospect needs

11 people who influence where information from salespeople goes and with whom salespeople will be allowed to talk

strategic customer relationship needs analysis preapproach sales presentation purchase proposal prospect's mental steps interest strategic issues memorized presentation sales planning sales call objective smart problem-solution presentation

12 the second mental step in the buying proces

13 a type of presentation in which the salesperson does 80 to 90 percent of the talking, focusing on the product and its benefits rather than attempting to determine the prospect's needs

14 the process of uncovering a prospect's needs

15 planning the sales call on a customer or prospect

16 a flexible, customized approach involving an in-depth study of a prospect's needs, requiring a well-planned presentation

17 a formal suggestion put forth by an individual

18 the five steps or phases that salespeople believe constitute a purchase decision

19 the fifth and last step in the buying process

20 the main purpose of a salesperson's call to a prospect

21 the process of preparing to approach a prospect and attempting to make a sale

22 the actual presentation of the sales pitch to the prospect

23 objectives that are specific, measurable, achievable, relevant, and time bounded

24 programs, goals, and problems of great importance to customers

25 formal relationship with the customer, the purpose of which is joint pursuit of -mutual goals