Term
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Definition
| a series of positive agreements with the buyer on individual product benefits during the sales presentations- you should close |
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Term
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Definition
| Prepurchase efforts by prospects to learn about a product |
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Term
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Definition
| When one person does someone a favor, the second person usually feels obligated to return the favor |
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Term
| Social Validation Principle |
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Definition
| Prospects are more likely to buy a product when they learn that people and similar companies to themselves have purchased it |
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Term
| Social Validation Principle |
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Definition
| Prospects are more likely to buy a product when they learn that people and similar companies to themselves have purchased it |
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Term
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Definition
| Prospects are more likely to buy from salespeople and companies they perceive as experts in their field |
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Term
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Definition
| Prospects are more likely to buy from salespeople and companies they perceive as experts in their field |
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Term
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Definition
| Prospects are more easily persuaded by salespeople they like |
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