| A | B |
|---|
| matching a product’s characteristics with a purchaser’s requirements | feature-benefit selling |
| technique for selling over the phone | telemarketing |
| a fact-based reason for making a purchase | rational motive |
| direct contact between salesperson and customer | personal selling |
| comparison of product characteristics and purchaser’s wants and needs | feature-benefit chart |
| helping customers make satisfying purchase decisions | selling |
| advantages or satisfaction received from a good or a service | customer benefit |
| Providing solutions to customers' problems by finding products that meet their needs. | consultative selling |
| basic, physical, or extended attributes of the product or purchase. | product features |
