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12-1_mcgaugheyarwoo_

What Is Selling?

QuestionAnswer
what is personal selling? any form of direct contact between a customer and a salesperson
what is business to business selling? sales that take place in a manufacturers of wholesalers showroom or a customers place of business
what is telemarketing? process of selling over the phonej
what is consultative selling? providing solutions to customers problems by finding products that meet there needs
what is feature-benefit selling? matching the characteristics of a product to a customers needs and wants
what is product features? basic physical or extended attributes of a product or purpose
what is customer benefits? advantages or personal satisfaction a customer will get from a good or service
what is rational motive? conscious logical reason for a purchase
what is emotional motive? feeling experienced by a customer through association with a product
what is extensive decision making? is used when there has been little or no previous experience with an item
what is limited decision making? used when a person buys goods and services that he or she has purchased before but not regularly
what is routine decision making? used when a person needs little information about a product
goals of selling... makes satisfying buying decisions and create satisfying profitable relationships
customer decision making.. extensive limited and routine
Created by: vhaun
Popular Marketing sets

 

 



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