Sales I - 4.03

Something required or essential that is lacking

• Need

• Want

• Feature

• Benefit

An advantage customers receive from using a product

• Need

• Want

• Feature

• Benefit

A fact about or characteristic of the product

• Need

• Want

• Feature

• Benefit

A customer’s choice to purchase a product

• Buying Decision

• Emotional Buying Reason

• Rational Buying Reason

• Purchasing

A customer’s motivation for purchasing a product that is based on feelings

• Buying Decision

• Emotional Buying Reason

• Rational Buying Reason

• Purchasing

A customer’s motivation for purchasing a product that is based on thinking or logic

• Buying Decision

• Emotional Buying Reason

• Rational Buying Reason

• Purchasing

A sales technique in which the salesperson suggests a lower priced product than the one originally requested by the customer

• Trading Up

• Trading Down

• Suggestion Selling

• Compromise Selling

A sales technique in which the salesperson suggests a higher priced product than the one originally requested by the customer

• Trading Up

• Trading Down

• Suggestion Selling

• Compromise Selling

Which is NOT one of the three guidelines can help you prepare to recommend specific products to your customers.

• Be confident

• Be understanding

• Be prepared

• Be customer focused

What is step one of how to recommend specific products to your customers?

• Review the customer’s needs

• Select an appropriately priced product to show the customer

• Explain product features and benefits

• Recommend the product to the customer