Marketing Chapter 12

3. benefits the advantages or personal satisfaction a customer will get from a good or service
4. to business selling May take place in a manufacturer's or wholesaler's showroom or a customer's place of business.
6. The preparation for the face-to-face encounter with potential customers.
9. a lead to a potential customer
10. motive A feeling experienced by a customer through association with a product.
12. Approach A retail approach method in which the salesperson welcomes the customer to the store.
13. the names of other people who might buy the product
14. Approach A way to approach a customer that focuses on making a comment or asking questions about a product in which the customer shows interest.
16. decision making The process used when a person needs little information about a product to make a decision because he or she buys it regularly.
17. decision making used when there has been little to no previous experience with an item. Item is expensive and not purchased often.

1. Selling Any form of direct contact between a salesperson and a customer.
2. using the telephone to sell directly to customers
5. motive A conscious, logical reason for a purchase
6. features May be basic, physical, or extended attributes of the product or purchase.
7. selling Matching the characteristics of a product to a customer's needs and wants
8. canvassing Potential customers are selected at random, such as by going door-to-door or selecting names from a telephone directory.
11. decision making used when a person buys goods and services that he or she has purchased before but not regularly
15. approach the salesperson asks the customer if he or she needs assistance