Bus Mngmnt - Ch 13 and 14 Vocab Review

Front

Tangible attributes explaining product construction.

Back

Physical features

Front

Matching product characteristics to customer needs and wants.

Back

feature-benefit selling

Front

Reasons a customer has no intention to buy.

Back

Excuses

Front

Helps companies build and maintain a prospect list.

Back

Endless-chain method

Front

Reason a customer buys a product.

Back

Buying Motives.

Front

Function of a product feature and its benefit to a customer.

Back

Selling points

Front

Attributes of a product or purchase.

Back

product features

Front

Motives for choosing a retail outlet or supplier

Back

Patronage motives

Front

New customer acquisition method

Back

Prospecting

Front

Intangible attributes related to a product sale that customers value.

Back

extended product features