Chapter 12 review

Help customers make satisfying buying decisions with ongoing relationship

• Selling

• Telemarketing

• Sales Contract

• Extensive decision making

Online purchases and product information 

• Telemarketing

• Company's Web Site

• Salesman

• Personal Selling

Little or no previous experience with an item 

• Routine Decision Making

• Extensive Decision Making

• Social Media

• Salespeople

Sales exchanges between two or more companies 

• Personal Selling

• Organizational Selling

• Sales Contract

• Salespeople

Gather information about customers and advise on products suited to need

• Sales contract

• Salespeople

• Social Media

• Company's Web Site

Companies in touch with customers via Facebook and Twitter 

• Company's Web Sites

• Social Media

• Telemarketing

• Organzational selling

Product or service offered, how much, at what price 

• Sales Contract

• Salespeople

• limited decision making

• negotiation

Phone Solicitation to make a sale 

• Social Media

• Telemarketing

• Company's Web Site

• Salespeople

Direct contact between a salesperson and a customer 

• Social Media

• Telemarketing

• Personal Selling

• Advertisement

Payment when item sells 

• Commission

• Wage

• Salary

• Tips