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Personal Selling
Quiz 2
6
Marketing
Undergraduate 4
08/04/2009

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Cards

Term
What is a need
Definition
any statement made by the buyer which expresses a want or concern that can be satisfied by the seller
Term
What are two kinds of needs
Definition
Implied Need & Explicit Need
Term
What is an implied need
Definition
A statement made by the customer regarding problems dissatisfactions or concerns
Term
What is explicit need
Definition
A specific customer statement of wants or desires
Term
What does SIER stand for?
Definition

Sensing – understanding the environment

Interpreting – Understanding clearly what the person has said

Evaluating – Do I agree with what they’ve said – does it make sense?

Responding

Term
What questions are powerful in talking with decision makers
Definition
implication questions
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