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Marketing Essentials - Ch 12
Based on the 2009 text (the orange book).
Terms in this set (18)
any form of direct contact between a salesperson and a customer.
may take place in a manufacturer's or wholesaler's showroom (inside sales) or a customer's place of business (outside sales). It is up to the salesperson to make contact with the customer.
The process of selling over the telephone.
Providing solutions to customers' problems by finding products that meet their needs.
Matching the characteristics of a product to a customer's needs and wants.
Basic, physical, or extended attributes of a product or purchase.
The advantages or personal satisfaction a customer will get from a good or service.
A conscious, logical reason for a purchase. (dependability, time or monetary savings, health, etc.)
A feeling experienced by a customer through association with a product.
Extensive decision making
Used when there has been little or no previous experience with an item.
Limited decision making
When a person buys goods and services that he or she has purchased before but not regularly.
Routine decision making
When a person needs little information about a product.
The preparation for the face-to-face encounter with potential customers.
a potential customer.
The names of other people who might buy the product.
Endless chain method
When salespeople ask previous customers for names of potential customers.
Potential customers are selected at random, such as by going door-to-door or selecting names from a telephone directory.
Dollar or unit sales goals set for the sales staff to achieve in a specified period of time.
THIS SET IS OFTEN IN FOLDERS WITH...
Marketing Essentials - Ch 2
Marketing Essentials - Ch 10
Marketing Essentials - Ch 13
Marketing Essentials - Ch 1
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