Flashcards in Test Review Info Deck (38):
Insincere reason for not buying product
A feeling experienced by a customer with a product
Developing, promoting, distributing products to meet customer needs
Selling additional goods, services to customer
Group of customers who share common needs/wants
Encouraging customer to view a purchase as a choice between 2 items
Dividing total market into smaller groups of people
Helping customers make satisfying purchase decisions
Closing the Sale
Obtaining positive agreement from the customer to buy
People with similar lifestyles, attitudes, values
When buying signals are strong, asking for the sale
Money left after taxes, to spend on necessities
The person who uses a good/service
First attempt to get a customer to buy a product
Statistics that describe a population based on personal characteristics
Standing Room Only Close
Close that should be used when product is in short supply
Person who buys good/service
Sincere reasons for not making a purchase
Satisfying customers' needs/wants to make a profit
Something the customers that they can touch and use
Segmenting a market based on where a person lives
Doctors, lawyers, restaurants all provide this
Offering the customer a payment plan so they can buy a product/service
Money left over after paying for necessities; for luxury items
Conscious, factual reason for a purchase
Demographics, Psychographics, Geographics, Behavioristics
Marketing Mix/FOUR P'S
Product, Place, Price, Promotion
Common Objection: "I just love the shoes, but I won't be able to use them much after the wedding"
Common Objection: "I want to think about it. I don't buy the first thing I see"
Common Objection: "I really don't know if I want to spend my money in this store, I don't like the quality of their clothes
Common Objection: "I don't like the assortment of rakes I received"
Common Objection: "I'm not really sure if I want to spend that amount of money on a car"
Types of Decision Making
Extensive Decision Making
Limited Decision Making
Routine Decision Making
"Hi, how may I help you?"
"Hello" (With a rising tone in voice)
"Are you interested in the moisturizer in that facial tissue?"
Common Ways to Overcome Objections