Shared Flashcard Set

Details

Selling: Chapter 9
flashcards for Chapter 9
33
Marketing
Undergraduate 2
04/11/2011
Click here to study/print these flashcards.

Create your own flash cards! Sign up here.

Additional Marketing Flashcards

 

 

Cards

Term
advantages
 Definition
Term
balanced presentation
 Definition
Term
benefit
 Definition
Term
benefit opening
 Definition
Term
closed questions
 Definition
Term
compliment opening
 Definition
Term
credibility
 Definition
Term
customer benefit proposition
 Definition
Term
ego-involved
 Definition
Term
FAB
 Definition
Term
feature
 Definition
Term
feature dumping
 Definition
Term
FEBA
 Definition
Term
halo effect
 Definition
Term
implication questions
 Definition
Term
impression management
 Definition
Term
introduction opening
 Definition
Term
issue-involved
 Definition
Term
major sale
 Definition
Term
need payoff questions
 Definition
Term
office scanning
 Definition
Term
opening
 Definition
Term
open questions
 Definition
Term
problem questions
 Definition
Term
product opening
 Definition
Term
question opening
 Definition
Term
rapport
 Definition
Term
referral opening
 Definition
Term
selective perception
 Definition
Term
situation questions
 Definition
Term
small talk
 Definition
Term
SPIN
 Definition
Term
trial close
 Definition
Supporting users have an ad free experience!