1. 8/20/15 Bell Work If deserted on an island what three products you would want with you.

2. Chapter 12 Preparing for the Sale

3. Personal Selling Any form of direct contact between salesperson and a customer. (Between buyer and seller) Retail Selling – Unique because customers come to the store.

4. Business-to-Business Selling Takes place in a manufacturer’s showroom or customer’s place of business.

5. Telemarketing Process of selling over the telephone

6. Consultative Selling Provide solutions to customers’ problems by finding products that meet their needs.

7. Product Feature Basic, physical, or extended attributes of the product.

8. Customer Benefits Personal satisfaction a customer will get from a good or service.

9. Rational Motive A conscious, logical reason for making a purchase.

10. Emotional Motive A feeling experienced by a customer through association with a product.

11. Extensive Decision Making Used when there has been little or no previous experience with an item. (Homebuying)

12. Limited Decision Making Used when person buys goods and services that they have purchase before but not regularly. (Computer)

13. Routine Decision Making Used when a person needs little information about a product. (groceries, newspapers, clothes)

14. Pre-Approach A time in which one looks for customers and prepares for a sale.

15. Prospecting Looking for new customers.

16. Qualified Prospects Meet the necessary requirements established by your firm to conduct business.

17. Four steps when training new sales personal. Explanation Demonstration Trial Critique

18. Leads Name of potential customers gathered from one’s employer.

19. Quotas Dollar or unit sales set for a specific period of time.

20. Feature-Benefit Chart Resource describing a product’s characteristics and the related customer benefits.

21. Feature-Benefit Selling Matching a product’s characteristics with a purchaser's requirements.