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MP Unit 6 Selling

part 1 quiz 1

TermDefinition
personal selling any form of direct contact between a salesperson and a customer
business to business selling when one form of business sells to another. Example= manufacturer to manufacturer or producer to retailer
telemarketing selling over the telephone
consultative selling a type of selling method which provids solutions to customers problems through questioning techniques and matching the product to the needs of the customer
feature benefit selling a type of selling method which matches the characteristics of a product to a customers needs and wants
product features physical or extended attributes (characteristics) of the product or purchase
extended product features added services or options provided with the product - color choices, variety of speeds, warranties, delivery services, installation, special financing
customer benefits are the advantages or personal satisfaction a customer will get from a good or service
rational motive conscious, logical or fact based reason for a purchase (dependability, value, quality)
emotional motive the psychological reason for making a purchase (social approval, recognition, power, love, or prestige, brand loyalty)
extensive decision making is used when there has been little or no previous experience with an item & is expensive, or high value - house, car, college
limited decision making when someone purchases items they have purchased before but not regularly - some information needed (vacuum cleaner, boots, winter coat, cell phone, type of running shoe)
routine decision making used when a person needs little information about a product (inexpensive, bought frequently) grocery items, clothing, brand loyalty is important here.
Created by: janice ritchey
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