Ch.12 Flashcards
Conscious, logical reason for a purchase
Rational Motive
A potential customer, a lead
Prospect
Preparation for the face-to-face encounter with potential customers
Pre-Approach
Selling over the telephone
Telemarketing
Feeling experienced by a customer through association with a product
Emotional Motive
A dollar or unit sales goal set for the sales staff to achieve in a specified period of time
Sales Quota
Providing solutions to customers’ problems by finding products that meet their needs
Feature-benefit selling
Manufacturers or wholesalers contact with a business customer
Business-to-business selling
Matching characteristics of a product to a customer’s needs and wants
Customer benefit
Any form of direct contact between salesperson and customer
Personal Selling
Potential customers selected at random; aka, blind prospecting
Cold Canvassing
Basic, physical, or extended attributes of the product
Product features
Used when there has been little or no previous experience with an item
Extensive decision making
A type of customer decision making used when a person needs little information about a product, he or she is buying
Routine decision making
Advantages or personal satisfaction a customer receives from a product or service
Consultative Selling
