S2 - Unit 7 Test Review - Marketing Management

Front

Dependability is what kind of buying motive?

Back

Rational Buying Motive

Front

Recognition is what kind of buying motive?

Back

Emotional buying motive

Front

Location & Appearance of a building is what kind of buying motive?

Back

Patronage buying motive

Front

Customers who are driven by several different buying motives are?

Back

MIXTURE of buying motives

Front

Ethical business practices include:

Back

Developing guidelines to help employees make ethical decisions, Sales people ask quality questions, Social responsibility and Transparency

Front

Unethical Selling practices include:

Back

High pressure closing tactics

Kick backs

Favors

False Advertising

Front

What does SPIN Selling stand for?

Back

Situation questions

Problem questions

Implication questions

Need-Payoff questions

Front

The purpose of selling is what?

Back

To help customers make satisfying buying decisions

Front

The goal of selling is what?

Back

To create ongoing, profitable relationships with customers.

Front

Job Related Incentives are what?

Back

• Least expensive form of incentive, includes vacation time which have no out-of-pocket cost and other choices could include tangible sales incentives like a new cell phone, iPad or upgraded laptop