| A | B |
|---|
| Personal Selling | Any form of direct contact occuring between a salesperson & a customer. |
| Business-to-Business Selling | May take place in a manufacturer's or wholesaler's showroom, or a customer's place of business. |
| Telemarketing | The process of selling over the telephone. |
| Feature-Benefit Selling | Matching the charecteristics of a product to a customer's needs & wants. |
| Product Features | Basic, physical, or extended attributes of the product or purchase. |
| Customer Benefits | Advantages or personal satisfaction a customer will get from a good or service. |
| Rational Motive | A conscious, logical reason for a purchase. |
| Emotional Motive | A feeling experienced by a customer through association with a product. |
| Extensive Decision Making | Used when there has been little or no experience with an item. |
| Limited Decision Making | Used when a person buys goods or services that he/she has purchased before, but not regularly. |
| Routine Decision Making | Used when a person needs little information about a product he/she is buying. |
| Preapproach | Getting ready for the face-to-face encounter in a selling situation. |
| Prospect (a lead) | A potential customer. |
| Referrals | The names of other people who might buy the product. |
| Endless Chain Method | When salespeople ask previous customers for names of potential customers. |
| Cold Canvassing | When a salesperson tries to locate as many potential customers as possible w/o checking out leads beforehand. |
