Business
Refers to selling products directly to the consumer in a non-retail environment.
Direct Sales
When companies use consultants to sell in a group setting.
Host or Party-plan Sales
A business structure in which products are marketed directly to consumers by consultants who receive a commission based on sales and recruitment.
Multi-level Marketing
The process of persuading others through a direct, in-person (live or remote) presentation on the merits of a product, service or idea, so that they might purchase it or buy-in.
Personal Selling
Illegal business structures that have the main compensation come from participants themselves.
Pyramid Schemes
Directly communicating with customers, listening to their needs and wants, giving them the information they need to make an informed buying decision, and persuading them on the merits of the product or service a business provides – so selling intends to inform, influence and persuade the adoption of an idea or the purchase of a product.
Selling
One-on-one sales by means of in-person, online meetings, or catalogs.
Single-level Direct Sales
The reasons why customers buy a product or service, and explain how their lives will be improved.
Benefits
Characteristics about a product or service’s capabilities that add credibility.
Features
Establishing common ground with your audience, and highlighting helpful benefits tailored to your audience’s needs, and turning objections into strengths.
Effective Persuasion
A process for determining and addressing the needs, “gaps,” or “voids” between current conditions and the desired outcome.
Needs Assessment
Concerns or reservations a customer may have about buying a product or service.
Objections
Products that vary slightly but can meet the same customer need.
Product Substitution
Short summaries prepared to cover the primary elements of a discussion, speech or presentation.
Talking Points
Reviews or comments from past satisfied customers.
Testimonials
The reasons people make certain purchases.
Buying Motives
Products that are easy for consumers to find and buy.
Convenience Products
A business model that allows companies to buy and sell products over the internet.
E-Commerce
Purchases made based on psychological factors, including feeling, emotion, and attitude.
Emotional Buying Motives
How a person would like to be seen.
Ideal Self
Paying content creators, or influencers, to promote companies’ brands, products, and services to their (the influencer’s) large audience of fans and followers using social media.
Influencer Marketing
The use of mobile technologies to sell products and services on cellular devices and tablets.
Mobile Commerce
Purchases that are made after a good amount of thinking, consideration, and logic.
Rational Buying Motives
How a person sees themselves.
Self-Concept
Items that usually cost more and are only purchased occasionally.
Shopping Products