Sales (Trade Shows/ Trade Fairs) 2

📚 Key vocabulary
pipeline — a visual representation of all active sales opportunities and where they stand in the selling process
prospecting — the process of identifying and contacting potential customers who may benefit from a product or service
quota — a sales target assigned to a salesperson or team for a specific time period
closing — the final stage of the sales process where the salesperson asks for or obtains a commitment to purchase
objection handling — the skill of addressing and overcoming a potential customer's concerns or hesitations
cold calling — contacting potential customers by phone without a prior relationship or expressed interest
commission — a payment to a salesperson calculated as a percentage of the sales they generate
upsell — encouraging an existing customer to purchase a more expensive product or service than originally intended
discovery call — an initial conversation with a potential customer to understand their needs and assess fit
SPIN selling — a consultative sales methodology based on asking Situation, Problem, Implication, and Need-payoff questions