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MP Unit 6 Selling
part 1 quiz 1
Term | Definition |
---|---|
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. |