| A | B |
|---|
| Personal Selling | direct contact btwn a salesperson & customer (2 way communication) |
| Business-to-business selling | takes place in manufacturer's or wholesaler's showroom (inside sales) or a customer's place of business (outside sales) |
| Telemarketing | selling over the phone |
| Consultative Selling | providing solutions to customers' problems by finding products to meet their needs |
| Feature-benefit selling | matching product to customer's needs and wants |
| Product features | basic, physical, or extended attributes of the product or purchase |
| Customer benefits | advantages or personal satisfaction a customer gets from good or service. |
| rational motive | conscious, logical reason for a purchase - product dependability, time or money savings, service,quality |
| emotional motive | a feeling experienced by a customer thru association with a product - social approval, recognition, power, love, prestige |
| Extensive decision making | used when there has been little or no experience with an item. |
| Limited decision making | used when the person buys goods/services that they have purchased before but not regularly - person needs some info before buying |
| Routine decision making | used when a person needs little info about the product-grocery items, newspapers, dry cleaning services |
