Sales Process 1

Front

Matching product characteristics to a customer's needs and wants.

Back

feature-benefit selling

Front

Used when a person buys goods and services that he or she has purchased before, but not on a regular basis.

Back

limited decision making

Front

A feeling that a customer associates with a product

Back

emotional motive

Front

Used when a person needs little information because of a high degree of prior experience with a product or low perceived risk

Back

routine decision making

Front

Physical characteristics or extended attributes of a product.

Back

product features

Front

Getting ready for the face-to-face meeting: cold canvassing, pre-approach, telemarketing, approach

Back

pre-approach

Front

Used when there has been little or no previous experience with an infrequently purchased item

Back

extensive decision making

Front

When a salesperson makes a comment or asks questions about a product that the customer is already looking at they are using which approach method?

Back

merchandise

Front

When a salesperson simply welcomes the customer to the store?

Back

greeting

Front

When a salesperson asks the customer if he or she needs assistance with anything.

Back

service