Vocab 1
Vocab 2
Vocab 3
Vocab 4
Vocab 5
100
ability to determine customers’ needs, wants, and buying motives; to open and close sales; to question customers; to handle customer objections; suggest additional or substitute items; demonstrate products; and follow up sales.
What is Selling Skills
100
the sale of an article, goods or merchandise which one has bought with an intention to sell it to another person.
What is Resale
100
business firms operating between manufacturer & the customer/buyer that aides in the movement of product (middlemen); o performs Marketing functions better than manufacturer is capable of.
What is Intermediaries
100
basic principles that govern your behavior.
What is Ethics
100
channel of distribution is straight from manufacturer to consumer.
What is Direct Distribution
200
guidelines for selling. How will products be sold?
What is Selling Policies
200
goods and services.
What is Products
200
not capable of being detected though the senses.
What is Intangible
200
people who assume the risks of starting and operating businesses.
What is Entrepreneurs
200
Advertising that appears to be based on facts which are, in fact, scientifically untrue, is deceptive.
What is False Statements of “Fact”
300
helping customers make wise buying decisions; planned, personalized communication designed to influence purchase decisions that ensure customer satisfaction.
What is Selling
300
information about a specific good or service that can be used in sales presentations.
What is Product Knowledge
300
intermediary/middlemen (wholesaler, retailer) involved in channels of distribution
What is Indirect Distribution
300
the system in which people make and spend their incomes.
What is Economy
300
emotional or rational reasons a customer decides to make a purchase.
What is Buying Motives
400
the sales procedure in which the sales person shows the customer the benefits of the product’s features; includes the sales dialogue and product demonstration.
What is Sales Presentation
400
something required or essential that is lacking.
What is Need
400
tangible objects that can be manufactured or produced for resale.
What is Goods
400
the movement of resources from resource owners to producers and from producers to consumers.
What is Economic Flow
400
an advantage consumers receive from using a product.
What is Benefit
500
a business that buys consumer goods or services from wholesalers or directly from manufacturers and resells them to the ultimate consumer.
What is Retailer
500
a type of producer that changes the shapes or forms of materials so that they will be useful to consumers.
What is Manufacturer
500
a fact or characteristic of the product.
What is Feature
500
Advertising that misleads consumers, either by making unjustified claims regarding a products composition, qualities, sponsorship, or performance or by omitting a material fact concerning the products com-­position, qualities, sponsorship, or performance.
What is Deceptive Advertising
500
Advertising one product (the "bait") at a very attractive price, then informing the customer that the advertised product is either unavailable or of poor quality, convincing the customer to purchase a different, more expensive product.
What is Bait and Switch Advertising
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