S1R - What is Selling?

providing solutions to customers' problems by finding products that meet their needs.

• feature-benefit selling
• consultative selling
• customer benefits
• endless chain method

a conscious, logical reason for a purchase.

• rational motive
• personal selling
• emotional motive
• cold canvassing

may take place in a manufacturer's or wholesaler's showroom (inside sales) or a customer's place of business (outside sales).

• limited decision making
• extensive decision making
• business-to-business selling
• routine decision making

used when there has been little or no previous experience with an item.

• limited decision making
• routine decision making
• feature-benefit selling
• extensive decision making

used when a person buys goods and services that he or she has purchased before but not regularly.

• limited decision making
• endless chain method
• routine decision making
• extensive decision making

the names of other people who might buy the product.

• personal selling
• pre-approach
• referrals
• telemarketing

the process of selling over the phone

• pre-approach
• cold canvassing
• referrals
• telemarketing

the preparation for the face-to-face encounter with potential customers

• referrals
• pre-approach
• sales quotas
• telemarketing

a potential customer.

• pre-approach
• cold canvassing
• referrals
• prospect

the advantages or personal satisfaction a customer will get from a good or service.

• emotional motive
• feature-benefit selling
• personal selling
• customer benefits