Term
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Definition
| treat others as you would like to be treated. |
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Term
| Cool-off Laws (Sales Restrictions) |
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Definition
| (3 day avg) that the buyer can cancel or return for a full refund |
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Term
| Memorized vs. Formulat (Sales Presentation) |
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Definition
| Flexable: Interactive presentation |
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Term
| Need Development Phase vs. Need Awareness Phase vs. Need Fulfillment |
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Definition
| Buyer needs discussed vs. Prospect needs vs. Salesperson shows how product will fulfill both needs |
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Term
| Unconscious need level(top) / Precocious need level: Somewhat (middle) / Conscious need level : fully aware (bottom) |
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Definition
| (Awareness needs:Some buyers are unsure) |
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Term
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Definition
| Prohibits a seller from making a buyer buy wanted AND unwanted material |
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Term
| Self-concept / real self / self images / ideal self / looking-glass self |
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Definition
| View of ones self / how people actually are / how people see themselves / what people would like to be / how people think others regard them |
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Term
| Buyers personality considered |
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Definition
| Personal info (age, income, gender, situation); psych influences (past experiences, personality, attitudes/beliefs, perception); social influences (culture, social class, friends, family) |
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Term
| Three Levels of Listening |
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Definition
| Lowest level: marginal listening / Second level: evaluate listening / Third level: Active listening (most effective) |
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