Pre-Course Assignment

1. SMART SELLING
SALES TERMINOLOGY

2. Feature
Technique in which the seller ties every
feature with an advantage or benefit
that the customer wants or thinks is
desirable

3. Desirable attribute of a good or
service, which a customer perceives he or she will get from
purchasing
Benefits

5. Acquisition
Acquiring new customers involves
persuading consumers to purchase a company’s products and/or services

6. Retention
Ability of a company or product
to retain its customers over
some specified
period

7. Development
Focuses entirely on the front end of the
sales cycle:
1. setting
2. qualified appointments
3. qualified demonstrations

8. Business Model Canvas

9. Strategic management and lean startup template for developing new or
documenting existing business models

11. Personality Test

15. Unique Selling Point

16. Food & Beverage
• Tasty food
• Cozy place
• Promo

18. Rooms
• Spacious room
• Affordable price
• Free minibar

21. –Steve Jobs
“I’m convinced that the only thing that kept me going was that
I loved what I did. You’ve got to find what you love. Stay
hungry, Stay Foolish”