| closing the sale | Finalizing the terms of the transaction and getting the prospect's agreement to those terms.
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| cold call | A sales call to a prospect who is not known by the sales rep and has not expressed any particular interest in the company or brand.
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| commission | (1) A payment that represents a percentage of a client's total media spending. (2) A percentage of the sales price paid to a salesperson for each transaction.
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| inside sales | Calls on accounts whose average-size orders are not large enough to cost-justify an in-person sales call.
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| needs assessment | Asking a lot of questions about how a business operates.
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| personal selling | (1) Interpersonal communication in which a salesperson uncovers and satisfies the needs of a customer to the mutual benefit of both. (2) Two-way communication that uncovers and satisfies the needs of prospects, providing mutual, long-term benefits for both parties.
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| prospecting | (1) Using data to identify prospective customer types. (2) Locating potential new customers (or prospects).
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| qualified leads | Prospects who seem most likely to buy because of some information known about them.
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| sales lead | A person or organization identified as being a prospect-someone able to benefit from the brand being sold.
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| solution selling | Helping customers solve problems or take advantage of opportunities (also called enterprise selling).
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