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Marketing Ch. 12.1 What is Selling?
Marketing What is Selling?
12
Marketing
11th Grade
10/22/2015

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Term
Personal Selling
Definition
Any form of direct contact between a salesperson and a customer.
Term
telemarketing
Definition
The process of selling over the telephone.
Term
Consultative Selling
Definition
Providing solutions to customers' problems by finding products that meet their needs.
Term
Feature-benefit selling
Definition
Matching the characteristics of a product to a customer's needs and wants.
Term
Rational motive
Definition
conscious, logical reason for a purchase.
Term
Emotional motive
Definition
Feeling experienced by a customer through association with a product.
Term
Limited decision making
Definition
Used when a person buys goods and services that he or she has purchased before but not regularly.
Term
Routine decision making
Definition
Used when a person needs little information about a product.
Term
Limited decision making
Definition
With this type of decision making there is a moderate degree or perceived risk involved, and the person often needs some information before buying the product.
Term
Routine decision making
Definition
With this type of decision making the perceived risk is low because the item is inexpensive.
Term
Customer benefits
Definition
The advantages or personal satisfaction a customer will get from a good or servive.
Term
Extensive decision making
Definition
Used when there has been little or no previous experience with an item.
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