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Chapter 14 Vocabulary Marketing Essentials
Marketing 1 vocabulary for chapter 14
Terms in this set (9)
Words the average customer can understand.
Concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase
Reasons for not buying or not seeing the salesperson
Objection Analysis Sheet
A document that lists common objections and possible responses to them.
To restate something in a different way.
Recommending a different product to satisfy the customers needs and wants.
A technique that permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits.
Turning an objection into a selling point
A selling method that involves using a previous customer or other neutral person who can give a testimonial about the product.
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