13.1 vocab

Matching the characteristics of a product to a customer’s needs and wants is a concept

• Feature-Benefit Selling

• Buying Motives

• Prospecting

• Selling Points 

coordination of sales and promotional plans with buying and pricing

• Referrals

• Selling Points 

• Merchandising

• Emotional Motives

is an objective detail about a product

• Patronage Motives 

• Extended Product Features

• Emotional Motives

• Product Features 

Tangible attributes

• Physical Features

• Merchandising

• Extended Product Features

• Cold Canvassing 

Intangible attributes

• Product Features 

• Patronage Motives 

• Extended Product Features

• Prospecting

The advantages or personal satisfaction a customer will get from a good or service

• Product Features 

• Customer Benefits

• Patronage Motives 

• Referrals

noting the function of a product feature and explaining how it be

• Rational Motives 

• Merchandising

• Extended Product Features

• selling point

Are reasons a customer buys a product.

• Customer Benefits

• Selling Points 

• Buying Motives

• Cold Canvassing 

Conscious, logical reasons for a purchase

• Rational Motives

• Feature-Benefit Selling

• Extended Product Features

• Patronage Motives 

Feelings experienced by a customer though association with a product

• Endless-Chain Method

• Buying Motives

• Emotional Motives

• Physical Features