| A | B |
|---|
| personal selling | direct contact btwn customer & seller |
| business-to-business selling | occurs in manufacturers/wholesaler's showroom or place of business |
| telemarketing | selling over the phone |
| consultative selling | sales that find products to solve customer's unique problems |
| feature-benefit selling | matching characteristics of product to customer needs & wants |
| customer benefits | advantages/personal satisfaction customer will get from a good/service |
| rational motive | conscious, logical reason for purchase |
| emotional motive | feeling experienced by a customer through association w/a product |
| limited decision makng | customer bought item before but not frequently |
| routine decision making | customer buys item frequently & only needs small amount of product info |
| pre-approach | preparation for face-to-face encounter w/potential customers |
| prospect | potential customer; also known as lead |
| referrals | names of other people who might buy a product, given to salespeople by satisfied customers |
| endless chain method | process of asking prev. customers for name of potential customer |
| cold canvassing | finding as many potential customers as possible w/o checking out leads beforehand |
| sales quotas | sales goals (dollars/units) for |
