Marketing Chapter 12

________ ________ is any form of direct contact occurring between a salesperson and a customer

• Personal Selling

• B2B Selling

• Telemarketing

• Feature-benefit Selling

______ _______ _______ may take place in a manufactures or wholesalers showroom or a customers place of business

• Personal Selling

• B2B Selling

• Telemarketing

• Feature Benefit Selling

__________ is the process of selling over the telephone.

• Telemarketing

• Personal Selling

• Emotional Motive

• Phone Call

The goals of selling are the same regardless of the sales situations

• True

• False

________ ______ may be basic, physical, or extended attributes of the product or purchase.

• Product Features

• Telemarketing

• Personal Selling

• Customer Benefits

_______ ______ are the advantages or personal satisfaction a customer will get from a good or service

• Product Features

• Customer Benefit

• Customer Features

• Product Benefits

A emotional motive is a conscious, logical reason for a purcahse.

• True

• False

A ________ _______ is a feeling experienced by a customer through association with a product

• Rational Motive

• Emotional Motive

• Motive

• All of the above

How a person makes a decision is affected by which of the following factors?

• Previous experience with the product and company

• How often the product is purchased

• The amount of information necessary to make a wise buying decision

• All of the above

_________ _______ _____ is used when there has been little or no previous experience with an item

• Extensive Decision Making

• Emotional Motive

• Rational Motive

• Limited Decision Making