Marketing 1 Chapter 12

Personal Selling
Any form of direct contact between a salesperson and a customer.
Business to Business Selling
May take place in a manufacturer’s or wholesaler’s showroom.
Telemarketing
Process of selling over the phone.
Feature-Benefit Selling
Matching the characteristics of a product to a customer’s needs and wants.
Customer Benefits
The advantages or personal satisfaction a customer will get from a good or service.
Extensive Decision Making
There has been little or no previous experience with an item.
Limited Decision Making
A person buys goods and services that has been purchased before, but not regularly.
Routine Decision Making
A person needs little information about a product.
Pre-approach
The preparation for the face to face encounter with potential customers.
Prospect
A potential customer.
Referrals
Names of other people who might buy the product.
Endless Chain Mathod
When the salesperson asks previous customers for names of potential customers.
Cold Canvassing
Potential customers are selected at random like going door to door.
Quotas
Dollar or unit sales goals set for the sales staff to achieve in a specified period of time.