1. Promoting Retail Goods 2. Highlighting Product Benefits 3. Describing Product Attributes 4. Tangible Product Attributes 5. Advantages for Customers 6. Customer Purchase Motivations 7. Identify

Of course! Here are the definitions for the terms you requested: 1. **Merchandising**: The process of promoting the sale of goods, especially by their presentation in retail outlets. This includes activities such as product design, advertising, display, and pricing strategies to attract customers and encourage purchases. 2. **Feature-benefit selling**: A sales approach that focuses on explaining the features of a product and how they benefit the customer. It involves linking the attributes of the product to the customer's needs and demonstrating the value it provides. 3. **Product features**: Specific characteristics or attributes of a product, such as size, color, materials, functionality, and design, that make it unique or distinguish it from other products. 4. **Physical features**: The tangible attributes of a product that can be seen, touched, measured, or assessed. Examples include the product's weight, dimensions, texture, and materials used in its construction. 5. **Customer benefits**: The advantageous outcomes or positive effects that a customer experiences from using a product or service. These can include savings, convenience, improved performance, or enhanced satisfaction. 6. **Buying motives**: The underlying reasons or driving forces that prompt a customer to make a purchase. These can be rational (based on logic and necessity) or emotional (based on feelings and desires). 7. **Prospecting**: The process of identifying and qualifying potential customers who might be interested in purchasing a product or service. This often involves researching, networking, and using various tools to generate leads. 8. **Cold canvassing**: A sales technique where a salesperson approaches potential customers who have not been prequalified or contacted before. This involves making unsolicited calls or visits to these potential leads. 9. **Layman’s terms**: Simple, easy-to-understand language that is free of technical jargon. This is used to explain complex concepts or terminology in a way that is accessible to someone with no specialized knowledge. 10. **Objections**: Concerns, doubts, or reservations that a customer expresses about a product or service during the sales process. These may include issues related to price, quality, need, or other aspects of the offering. 11. **Excuses**: Reasons or justifications given by a customer for not making a purchase. Unlike objections, excuses often lack substantive grounds and may be used to avoid making a decision or engage further in the sales process. 12. **Boomerang method**: A sales technique where a salesperson turns a customer's objection into a reason for buying. This involves acknowledging the concern and then demonstrating how the product or service addresses it effectively. 13. **Substitution method**: A sales technique involving recommending an alternative product or solution that better meets the customer's needs when the original product is not a fit or is unavailable. 14. **Third party method**: A sales technique that involves using testimonials, reviews, or endorsements from satisfied customers or experts to build credibility and address customer concerns. 15. **Closing the sale**: The final step in the sales process where the salesperson secures an agreement from the customer to make the purchase. This involves confirming the sale and completing any necessary transactions or paperwork. 16. **Trial close**: A technique used during the sales conversation to gauge a customer's readiness to make a purchase. It involves asking questions or making statements that test the customer's interest and willingness to proceed. 17. **Direct close**: A straightforward approach to closing a sale where the salesperson explicitly asks the customer for their business or to make a decision. This method is clear and direct, aiming to secure a commitment. 18. **Suggestion selling**: A technique where the salesperson recommends additional products or services that complement the main purchase. This can increase the overall value of the sale and enhance the customer's experience by providing useful add-ons. I hope these definitions help! Let me know if you need further explanations or have any other questions.