| A | B |
|---|
| Matching a product's characteristics with a purchaser's requirements | feature-benefit selling |
| Selling over the phone | telemarketing |
| A fact-based reason for making a purcahse | rational motive |
| Direct contact between a salesperson and customers | personal selling |
| A resource describing a product's characteristics and the related customer | feature-benefit chart |
| Helping customers make satisfying purchase decisions | selling |
| Advantages or satisfaction received from a good or service | customer benefit |
| A time in which one looks for customers and prepares for a sale | pre-approach |
| Looking for new customers | prospecting |
| Names of potential customers gathered from one's employer | leads |
| In retail selling, vacuuming and dusting are part of the pre-approach to the sale | True |
| Feature-benefit selling refers to the basic physical attributes of a product | False |
| The Changs are remodeling the kitchen in their home. They have selected Truly Fine floor covering because they trust the Truly Fine Company's reputation for quality. Therefore, the company's reputation is a basic product feature | False |
| Prospecting is a vital part of business-to-business sales but only a small part of retail sales | True |
| Customers who have developed brand loyalty for a product will use a routine decision making | True |
| Michelle is employee of the month for reaching her sales ______________ | quota |
| ____________ prospects are prospective customers that meet the necessary requirements established by your firm to conduct business | Qualified |
| The most basic of product benefits is the product's intended _____________ | • purpose |
| Ocean Pharmacy has been a small-town drugstore for 43 years. When the pharmacy owner helps a customer choose the right pain relieve for her sinus pain and congestion, the owner is engaging in __________ selling | demonstration |
| _____________ _________ are advantages or personal satisfaction a customer will get from a good or service | customer benefits |
| Matching the characteristics of a product to customers' needs and wants is called _____-________ selling | feature benefit |
| Any form of direct contact between a salesperson and a customer is known as ____________ in marketing terms | personal selling |
| A customer may have _______ & ______ motives for buying a new car | rational & emotional |
| ____________ decision making is used when there is a high degree of perceived risk because the customer has little or no previous experience with the purchase and the item is very expensive | Extensive |
| Getting ready for the sale is called the ____-____ in selling | pre-approach |
| The term used for selecting potential customers at random is ___ ___________ | cold canvassing |
| The four main sources for developing ______ _______ are direct experience, printed materials, other people, and formal training | product knowledge |
| Looking for new customers is called _________ | prospecting |
| Satisfied customers often give __________ names of other people who might want to buy the product | referrals |
