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Selling: Chapter 9
flashcards for Chapter 9
33
Marketing
Undergraduate 2
04/11/2011

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Term
advantages
Definition
Term
balanced presentation
Definition
Term
benefit
Definition
Term
benefit opening
Definition
Term
closed questions
Definition
Term
compliment opening
Definition
Term
credibility
Definition
Term
customer benefit proposition
Definition
Term
ego-involved
Definition
Term
FAB
Definition
Term
feature
Definition
Term
feature dumping
Definition
Term
FEBA
Definition
Term
halo effect
Definition
Term
implication questions
Definition
Term
impression management
Definition
Term
introduction opening
Definition
Term
issue-involved
Definition
Term
major sale
Definition
Term
need payoff questions
Definition
Term
office scanning
Definition
Term
opening
Definition
Term
open questions
Definition
Term
problem questions
Definition
Term
product opening
Definition
Term
question opening
Definition
Term
rapport
Definition
Term
referral opening
Definition
Term
selective perception
Definition
Term
situation questions
Definition
Term
small talk
Definition
Term
SPIN
Definition
Term
trial close
Definition
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