Marketing Prep for the Final

consumers who are open to new ideas, but only accept them after serious consideration

• Innovators

• Late majority

• Early adapters

• Laggards

Consumers who accept new technology quickly.

• Early majority

• Late majority

• Innovators

• Early adapters

Individuals who are the last to purchase or accept new technology, if they accept the technology at all.

• Late majority

• Early adopters

• Innovators

• Laggards

Second significant sector which is composed of nearly one-third of the population

• Late majority

• Early majority

• Innovators

• Laggards

First significant group of individuals since it is comprised of nearly one-third of the population.

• Early majority

• Late majority

• Innovators

• Early adopters

Recommending a different product to satisfy the customer's resistance

• Customer benefits

• Resistance

• Excuses

• Objections

• Substitution method

Valid concerns, hesitations, doubts or other honest reasons for denying a purchase.

• Customer benefits

• Resistance

• Excuses

• Objections

• Substitution method

Reasons for not buying or making a purchase with a particular salesperson.

• Customer benefits

• Resistance

• Excuses

• Objections

• Substitution method

Customer's objection or excuse for not making a purchase.

• Customer benefits

• Resistance

• Excuses

• Objections

• Substitution method

Personal advantages or satisfaction a customer receives from a product.

• Customer benefits

• Resistance

• Excuses

• Objections

• Substitution method