Week 6 Steps in the Sales Process Match the term in this column with its definition in the right column. Salesperson must know: company policies, procedures, and rules, a.s. how to operate equipment. Salesperson must know everything about the product itself. Salesperson goes to current and new potential customers with a new product or service idea. Sales Follow-up The potential moment of truth" between salesperson and customer. This moment of truth : They can make or break a sale. Handling Objection Salesperson must stress how the product will benefit the customer. Preparation A possible opportunity to make a sale if handled correctly. Closing the Sale Creative techniques that help the buyer make a decision to purchase a product. Adding value to this process is imperative, es offer a delivery service of that product. Prospecting Suggestion Selling Offering additional products that will complement the already closed sale, e..., a person purchases a meal with no drink, suggest a drink that will pair well with the meal. Making Initial Contact This is where customer relationships are built. Post-sale interaction with a follow-up e- mall about how the product is meeting their needs, or if a delivery is promised, check to see if the product has been delivered Presenting the Product