Details Title: Ch 15 & 16 Vocab Description: 15 & 16 Vocab words Total Flash Cards: 10 Created: 01/29/2009 10:50:00		New Users: To study from this flashcard set, or to create your own your own study flash cards, REGISTER HERE. Existing Users: CLICK HERE. Additional Marketing Flashcards
Cards in this set: Term non verbal communication Definition expressing yourself through body language Term open-ended questions Definition requires more than a yes or no answer Term jargon Definition technical or specialized vocabulary used by members of a particular profession or industry. Term layman's terms Definition words the average customer can understand Term objections Definition concerns, hesitations, doubts or other honest reasonsw a customer has for not making a purchase Term excuses Definition insincere reasons for not buying or not seeing the salesperson Term objection analysis sheet Definition write common objections and possible responses to them Term paraphrase Definition restate the objections in a different way Term boomerang method Definition objection comes back to the customer as a selling point Term third party method Definition using a previous customer or another neutral person who can give a testimonial about the product