Marketing Chapter 13-15

A method to boost the sales of goods or services

• Merhcandising

• Feature-Benefit Selling

• Product Features

• Physical Features

Showing the customer on how the product or service will be very beneficial

• Feature-Benefit Selling

• Merchandising

• Customer Benefits

• The product traits or attributes

• Product Features

• Physical Features

• Customer Benefits

What a product looks like and has

• Physical Features

• Product Features

• Customer Benefits

• Something that is added on to the product, like installation

• Extended Product Features

• Physical Features

• Product Features

Satisfying the customer by their needs

• Customer Benefits

• Selling Points

• Buying Motives

A product or service that catches the customers attention

• Selling Points

• Buying Motives

• Customer Benefits

• Using emotional tactics to grab a customer to buy a product

• Buying Motives

• Rational Motives

• Emotional Motives

• Patronage Motives

• Using reasoning and logical argument

• Rational Motives

• Emotional Motives

• Buying Motives

• Patronage Motives

• Buying something based on emotions

• Emotional Motives

• Rational Motives

• Patronage Motives

• Buying Motives