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Definition
| The process of selling over the telephone. |
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| The process of providing solutions to customers' problems by finding products or services that meet their needs |
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| The process of matching the characteristics of a product to a customer's needs and wants. |
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Definition
Basic, physical or extended attributes of a product or service.
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Definition
| Advantages or personal satisfaction a customer will get from a good or a service. |
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Definition
| A conscious, logical reason for a purchase. |
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Definition
A feeling experienced by a customer through association with a product or a service. |
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| Extensive Decision Making |
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Definition
| A decision-making process a customer goes through when there is little experience with a product or a service and there is a high degree of perceived risk or a high value. |
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Definition
| The process used when a person buys goods and services that he or she has purchased before but not regularly |
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| The process used when a person needs little information about a product to make a decision because he or she buys it regularly. |
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Definition
| The preparation for the face-to-face encounter with potential customers. |
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Definition
| A potential customer; also known as a lead. |
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Definition
| The names of other people who might buy a product, given to salespeople by satisfied customers. |
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Definition
| The process of asking previous customers for names of potential customers. |
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Definition
| The process of locating as many potential customers as possible without checking out leads beforehand. |
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Term
| Business to business selling |
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Definition
| Take place: manufacturer's or wholesaler's showroom or a customer's place of business |
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Term
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Definition
| Wholesaler's or manufacturer's showroom |
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Definition
| Customer's place or business |
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Term
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Definition
| Sales representative shows up without an appointment |
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Term
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Definition
| Dollar or unit sales goals set for the sales staff to achieve in a specified period of time. |
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Definition
Direct contact between salesperson & customer
Key factor= 2 way communication |
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Definition
| Basic, physical, or extended attributes of product or purchases |
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Definition
What the product is intended for
(Car = transportation) |
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Definition
Differentiate the different brands.
(Type of stereo, appearance, etc.) |
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Term
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Definition
Add more value to the product & provide the reason for price differences among product models.
(Iron that turns itself off after use = more expensive) |
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