| A | B |
|---|
| feature-benefit selling | matching the characteristics of a product to a customers needs and wants |
| Product Features | basic, physical, or extended attributes of the product or purchase |
| Physical Features | tangible attributes that help explain how a product is constructed |
| Extended Product Features | intangible attributes related to the sale of a product that customers find important |
| Customer benefit | are the advantages or personal satisfaction a customer will get from a good or service |
| selling point | the function of a product feature and its benefit to a customer |
| merchandising | coordinating sales and promotional plans with buying and pricing |
| referral | a recommendation of another person who might buy the product being sold |
| endless-chain | when salespeople ask previous customers for names of potential customers |
| cold canvassing | the process of locating as many potential customers as possible without checking leads beforehand |
