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The phase of the selling process in which the salesperson acquires knowledge about the product, generates and qualifies sales leads, and prepares the sales presentation.
The phase of the selling process which involves making initial contact with customers to create the right selling environment.
The phase of the selling process in which the salesperson determines what a customer needs/wants through the use of questioning and listening.
The phase of the selling process in which the salesperson recommends specific goods or services which meet the customer’s needs.
The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy.
The phase of the selling process which requires the salesperson to utilize techniques to follow up a sale to increase the customer’s confidence in the buying decision.
A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale.