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9 Cards in this Set
- Front
- Back
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personal selling
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Direct contact btwn salesperson and customer (usually in retail setting)
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Bussines-to-Business selling
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Form of selling that takes place in manufactuer's or wholesalers showroom
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Goals of selling
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Help customers make buying decisions to create relationships. Get repeat biz. Keep em happy. Accomplished with CUSTOMER SERVICE
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Feautre Benefit selling!!!
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Matching characterisitcs of a product to a customer's needs and wants
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Product Features
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Basic, phyiscal, or extended attributes of product
SALESMAN SHOULD ASK THESE 2 about PRODUCT FEATURE: How does the feautre help performance? and How does performance info. give customer a reason to buy? |
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Rational Buying Motive!!!
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Conscious, logical reason for a purchase. Includes dependability, time, or savings, health, safety, quality.
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Emotional Buying Motive!!!!
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Association with a product. Feelings like social approval, recognition, power, love, prestige.
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Preapproach!!!
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Getting ready for face to face encounter in selling. The focus varies depending on whether the sales call is previous customer or new prospect
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4 categories for sources or product info
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Direct experience, Written publications, other people, formal talking
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