Front

Advantage or personal satisfaction a customer will get from a good or service.

Back

customer benefit

Front

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

Back

feature-benefit selling

Front

A conscious, logical reason for a purchase.

Back

rational motive

Front

Tangible attribute that helps explain how a product is constructed.

Back

physical feature

Front

A sales lead; a potential customer.

Back

prospect

Front

A reason a customer buys a product.

Back

buying motive

Front

The process of locating as many potential customers as possible without checking leads beforehand.

Back

cold canvassing

Front

A feeling expressed by a customer through association with a product.

Back

emotional motive

Front

The first step in making a decision is to:

Back

State the problem or situation

Front

Personal selling is any form of direct contact between the sales person and the customer.

Back

true