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.
Process of selling over the phone.
Matching the characteristics of a product to a customer’s needs and wants.
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.
The preparation for the face to face encounter with potential customers.
A potential customer.
Names of other people who might buy the product.
Endless Chain Mathod
When the salesperson asks previous customers for names of potential customers.
Potential customers are selected at random like going door to door.
Dollar or unit sales goals set for the sales staff to achieve in a specified period of time.