Business Development Definitions

Business Development Definitions Page

Appointment Setting

Business Development
Contacting prospective customers with the objective of arranging sales meetings.
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Business Development

Business Development
A combination of sales and marketing techniques used to identify and cultivate…
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Business Development Strategy

Business Development
Sets out the approach for developing and cultivating new sales opportunities, either…
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Closing Techniques

Business Development
Actions that sales people take to persuade the customer to make the…
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Cold Call

Business Development
The process of telephoning potential customers with whom you have no existing…
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Customer Avatar

Business Development
A Detailed profile of your target customer.
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Decision-Maker

Business Development
The person who makes the decision about whether to purchase your product…
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Influencer

Business Development
Influencer are people that affect a sale but are not the ultimate…
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Networking Groups

Business Development
Structured meetings where like-minded business people meet regularly with the intention of…
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Points of Difference

Business Development
Similar to USP’s but are not necessarily unique.
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Qualifying Questions

Business Development
Questions used to establish whether a prospect is likely to buy from…
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Social Selling

Business Development
Utilising social networks such as LinkedIn, Twitter and Facebook as part of…
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SPIN Selling

Business Development
Questioning technique based on identifying the problem, exploring the impact that the…
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Telemarketing

Business Development
Outbound telemarketing is the process of telephoning potential customers. Inbound telemarketing is…
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USP

Business Development
The defining reasons which provide a competitive advantage over the competition. USP…
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Warm Call

Business Development
The process of telephoning potential customers with whom you already have some…
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