Term
| What is a modified re-buy to a salesman? |
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Definition
A salesman can provide a product or service but anticipate client to want change
Competitive |
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Term
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Definition
| Way a customer views a product vs other prodcuts |
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Term
6 steps for telephone track
(ICP, can't respect others) |
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Definition
Intro
Curse off
Purpose
Capture interest
Request appointment
Overcome resistance |
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Term
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Definition
| An aroused desire that stimulates behavior to satisfy the aroused desire |
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Term
| What influences a salesman's ethics? |
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Definition
Company code of ethics
Executives
Coworkers
Group think
Profits |
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Term
5 steps in the decision making process
(PS. eat the product) |
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Definition
Problem recognition
Search for alternatives
Evaluation of alternatives
The purchase decision
Post-purchase evaluation |
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Term
| What influences the purchase decision? (3) |
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Definition
Behavioral
Socio-cultural
Psychologucal |
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Term
| What are way of sending nonverbal messages? |
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Definition
Gestures
Body signals
Facial expressions |
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Term
| What is cognitive dissonance? |
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Definition
| Discomfort of holding onto different ideas |
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Term
| 3 purposes of encoding messages |
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Definition
influence behavior/attitude
move to change mind until buying choice is made
Affirmative action on 5 fundamental buying decsions |
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Term
| How do goals affect motivation? |
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Definition
| Goals create desire, desire is an initiating force in motivation. |
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