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12 Cards in this Set
- Front
- Back
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customer benefits |
advantages or personal satisfaction a customer will get from a good or service |
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emotional motive |
feeling experienced by a customer through association with a project |
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extensive decision making |
form of decision making used when there has been little or no previous experience with an item because it is infrequently purchased |
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feature benefit selling
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matching the features of a product to a customer's needs and wants |
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limited decision making
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form of decision making used when when a person buys goods and services that he or she has purchased before but not on a regular basis |
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product features
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physical characteristic or quality of a good or service that explains what it is |
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rational motive |
conscious, factual reason for a purchase |
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routine decision making |
form of decision making used when a person needs little information about a product because of a high degree of previous experience with or a low perceived risk |
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sales associates |
salespeople who know their products and how to sell |
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salesclerks |
salespeople who are simply order takers or cashiers |
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selling |
helping customers make satisfying buying decisions |
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telemarketing |
process of selling over the telephone
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