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4.01 types of sells
| Question | Answer |
|---|---|
| What is selling? | -is the exchange of goods and services from products to sonsumers for a price. |
| What is Data Based Marketing? | -involves the collection of information about past, curent, and potential consumers. |
| What is Personal Selling? | - a two way communication between a representative of the company and the customer. |
| What is Business to Business Selling? | - takes place in a manufacture or wholesalers showroom(inside sales)or a customers place of business(outside sale). |
| What is Direct Mail? | - is personal and recieved in the maibox. |
| What is Internet Selling? | - is executed using the internet. (www.) |
| Customer vs. Consumers | - customers buy, and consumer uses the product. |
| What is Selling and Full-Menu Marketing? | - having a produce or service that meets virtually any customers wants and needs. |
| What is Feature-Benefit Selling? | - product features are the basic physical and extended characteristics of an item. |
| What is Customer Buying Motives? | - motives for buyinga product -rational motives -emotional motives -patronage motives |
| What is Rational Motives? | - based on conscious, logical thinking and decision making. |
| What is Emotional Motives? | -based on feelings -social approval, recognition, power, love, and prestige. |
| What is Patronage Motives? | - based on loyalty - low price, high quality, friendly staff, great customers service, mercahndise assortment, |
| What is Decision Making Process? | - a process you go through to decide what product you will buy. |
| What is Extensive Decision Making? | - occures when there is a high level or percieved risk, a product or service is very expensive or has a high value to the customer. |
| What is Limited Decision Making? | - occurs when a customer buys a product that he or she has purchased before but no regularly. |
| What is Rootine Decision Making? | - occurs when little information is needed about the product being purchased. |
| Steps of the Selling Process: | 1. pre approach 2. product information 3. review current trade periodicals 4. sourses and methods of prospecting |
| Product Information: | - knowing how to use and care for a productis essensials when educating consumers. |
| Reviewing Current Trade Periodicals: | - crucial to stay atleast of current trends and industry information. |
| Sources and Methods of Prospecting: | - a prospect is a potential customer. |
Created by:
sammischreck11
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