| A | B |
|---|
| Personal Selling | Any form of direct contact between a salesperson and a customer |
| Retail Selling | Customers come to the store |
| Business-to-business Selling | Takes place in a manufacturer’s or wholesaler’s showroom or a customer’s place of business |
| Telemarketing | Selling over the telephone |
| Rational Motive | A conscious, logical reason for a purchase |
| Emotional Motive | Feelings such as social approval, recognition, power, love, or prestige |
| Extensive Decision Making | Used when there has been little or no previous experience with the item |
| Limited Decision Making | When a person buys goods and services that he or she has purchased before but not regularly |
| Routine Decision Making | Person needs little information about a product |
| Pre-approach | Getting ready for the face-to-face encounter in a selling situation. |
| prospect | Is a potential customer |
| lead | Another name for a prospect |
| Customer referral | The names of other people who might buy a product. |
| Endless chain method | Salespeople ask previous customers for names of potential customers |
| Cold Canvassing | Blind prospecting |
