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