Sales I - 4.03

Front

Something required or essential that is lacking

Back

Need

Front

An advantage customers receive from using a product

Back

Benefit

Front

A fact about or characteristic of the product

Back

Feature

Front

A customer’s choice to purchase a product

Back

Buying Decision

Front

A customer’s motivation for purchasing a product that is based on feelings

Back

Emotional Buying Reason

Front

A customer’s motivation for purchasing a product that is based on thinking or logic

Back

Rational Buying Reason

Front

A sales technique in which the salesperson suggests a lower priced product than the one originally requested by the customer

Back

Trading Down

Front

A sales technique in which the salesperson suggests a higher priced product than the one originally requested by the customer

Back

Trading Up

Front

Which is NOT one of the three guidelines can help you prepare to recommend specific products to your customers: Be confident, Be understanding, Be prepared, Be customer focused?

Back

Be understanding

Front

What is step one of how to recommend specific products to your customers?

Back

Review the customer’s needs