| attention | The first step in the prospect's mental steps. From the moment a salesperson begins to talk, he or she should try to quickly capture and maintain the prospect's attention.
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| conviction | In the conviction step of the prospect's mental buying process, the salesperson should strive to develop a strong belief that the product is best suited to the prospect's specific needs. It is established when no doubts remain about purchasing the product.
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| creative problem solver | A person with the ability to develop and combine nontraditional alternatives in order to meet specific needs of the customer.
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| customer benefit plan | A plan that contains the nucleus of information used in the sales presentation.
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| customer profile | Relevant information regarding the firm, the buyer, and individuals who influence the buying decision.
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| desire | The third step in the prospect's mental buying process. It is created when prospects express a wish or wanting for a product.
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| interest | The second step in the prospect's mental buying process. It is important for the salesperson to capture the prospect's interest in their product. If this link is completed, prospects usually express a desire for the product.
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| plan | A method of achieving an end.
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| preapproach | Planning the sales call on a customer or prospect.
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| prospect's mental steps | In making a sales presentation, quickly obtain the prospect's full attention, develop interest in your product, create a desire to fulfill a need, establish the prospect's conviction that the product fills a need, and, finally, promote action by having the prospect purchase the product.
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| purchase or action | The final step in the prospect's mental steps. Once the prospect is convinced, the salesperson should plan the most appropriate method of asking the prospect to buy or act.
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| sales call objective | The main purpose of a salesperson's call to a prospect or customer.
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| sales call planning | The process of preparing to approach a prospect attempting to make a sale.
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| sales call purpose | Sales call purpose is to make a contribution to the welfare of a person or organization.
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| sales presentation | The actual presentation of the sales message to the prospect.
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| strategic | Programs, goals, and projects of great importance.
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| strategic customer relationship | A formal relationship between the seller and customer with the purpose of being a joint pursuit of mutual goals.
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| success | Setting a goal and accomplishing it.
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