Sales Process 1

Matching product characteristics to a customer's needs and wants.

• pre-approach
• feature-benefit selling
• personal selling
• consultative selling

Advantages or personal satisfaction a customer will get form a good or service.

• emotional motives
• rational motives
• customer benefits
• product features

Used when a person buys goods and services that he or she has purchased before, but not on a regular basis.

• extensive decision making
• routine decision making
• limited decision making
• spur-of-the moment decision making

A feeling that a customer associates with a product

• emotional motive
• rational motive
• feature-benefit selling
• endless chain method

Used when a person needs little information because of a high degree of prior experience with a product or low perceived risk

• extensive decision making
• limited decision making 
• routine decision making
• consultative selling

Process of selling over the phone - not used as much now because of no-call lists and cell phones.

• telemarketing 
• cold canvassing
• feature-benefit selling
• personal selling

Basic, physical, or extended attributes of a product or purchase.

• pre-appraoch
• product features
• personal selling
• prosecting

Getting ready for the face-to-face meeting

• cold canvassing
• pre-approach
• telemarketing
• approach

Used when there has been little or no previous experience with an infrequently purchased item

• extensive decision making
• limited decision making 
• routine decision making
• consultative selling

Technique used when a salesperson asks existing customers for names of potential customers.

• personal selling
• endless chain method
• feature-benefit selling
• prospect or lead