Term
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Definition
| Any form of direct contact between a salesperson and a customer. |
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Term
| Business-to-Business Selling |
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Definition
| Sales that take place in a manufacturer's of wholesaler's show room or in a customer's place of business. |
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Term
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Definition
| The process of selling over the phone. |
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Term
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Definition
| Sales that match the characteristics of a product to a customer's needs and wants. |
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Term
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Definition
| Basic, physical, or extended attributes of a product or service. |
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Term
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Definition
| The advantages or personal satisfaction a customer will get from a good or service. |
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Term
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Definition
| A conscious, logical reason for a purchase. |
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Term
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Definition
| A feeling experienced by a customer through association with a product. |
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Term
| Extensive Decision Making |
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Definition
| The process used when there has been little or no previous experience with an item. |
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Term
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Definition
| The process used when a person buys goods and services that he or she has purchased before but not regularly. |
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Term
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Definition
| The process used when a person needs little information about a product to make a decision because he or she buys it regularly. |
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