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Flashcards in Test Review Info Deck (38):
1

Excuse

Insincere reason for not buying product

2

Emotional Motive

A feeling experienced by a customer with a product

3

Marketing

Developing, promoting, distributing products to meet customer needs

4

Suggestion Selling

Selling additional goods, services to customer

5

Market

Group of customers who share common needs/wants

6

Which Close

Encouraging customer to view a purchase as a choice between 2 items

7

Market Segmentation

Dividing total market into smaller groups of people

8

Selling

Helping customers make satisfying purchase decisions

9

Closing the Sale

Obtaining positive agreement from the customer to buy

10

Psychographics

People with similar lifestyles, attitudes, values

11

Direct Close

When buying signals are strong, asking for the sale

12

Disposable Income

Money left after taxes, to spend on necessities

13

Consumer

The person who uses a good/service

14

Trial Close

First attempt to get a customer to buy a product

15

Demographics

Statistics that describe a population based on personal characteristics

16

Standing Room Only Close

Close that should be used when product is in short supply

17

Customer

Person who buys good/service

18

Objections

Sincere reasons for not making a purchase

19

Marketing Concept

Satisfying customers' needs/wants to make a profit

20

Goods

Something the customers that they can touch and use

21

Geographics

Segmenting a market based on where a person lives

22

Services

Doctors, lawyers, restaurants all provide this

23

Service Close

Offering the customer a payment plan so they can buy a product/service

24

Discretionary Income

Money left over after paying for necessities; for luxury items

25

Rational Motive

Conscious, factual reason for a purchase

26

Four Segmentations

Demographics, Psychographics, Geographics, Behavioristics

27

Marketing Mix/FOUR P'S

Product, Place, Price, Promotion

28

Common Objection: "I just love the shoes, but I won't be able to use them much after the wedding"

Need

29

Common Objection: "I want to think about it. I don't buy the first thing I see"

Time

30

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

Source

31

Common Objection: "I don't like the assortment of rakes I received"

Product

32

Common Objection: "I'm not really sure if I want to spend that amount of money on a car"

Price

33

Types of Decision Making

Extensive Decision Making
Limited Decision Making
Routine Decision Making

34

"Hi, how may I help you?"

Service Approach

35

"Hello" (With a rising tone in voice)

Greeting Approach

36

"Are you interested in the moisturizer in that facial tissue?"

Merchandise Approach

37

Common Ways to Overcome Objections

Substitution
Boomerang
Question
Superior Point
Denial
Demonstration
3rd Party

38

Suggestion Selling and its Benefits

Selling additional goods to customers after they are ready to purchase their first product. When using this, you may sell more products, make more money, and make the customer happier.