1. Retail Merchandising: Promoting Goods at Retail 2. Feature-Benefit Selling: Explaining Product Value 3. Product Features: Characteristics of a Product 4. Physical Features: Tangible Attributes

Certainly! Here are the definitions for the terms you've listed: 1. **Merchandising**: This refers to the activity of promoting the sale of goods, especially through their presentation in retail outlets. It involves the strategies and actions taken to inspire consumers to purchase products, including product display, assortment, pricing, and promotional techniques. 2. **Feature-benefit selling**: This is a sales technique where the salesperson connects the features of a product directly to the benefits it provides to the customer. The idea is to align the product's characteristics with the needs or desires of the consumer, making it more appealing. 3. **Product features**: These are the attributes, specifications, and characteristics of a product that make it unique. Product features can include size, color, functionality, design, and any other distinguishing aspects. 4. **Physical features**: These are the tangible, observable aspects of a product, such as size, weight, shape, color, and materials used. Physical features are the concrete attributes that can be seen and touched. 5. **Customer benefits**: These refer to the advantages or value that a customer derives from a product or service. Customer benefits meet the needs or solve the problems of the customer, contributing to their overall satisfaction. 6. **Buying motives**: These are the reasons or motivations that drive a customer to make a purchase. Buying motives can be emotional (e.g., desire for status, comfort) or rational (e.g., need for efficiency, cost savings). 7. **Prospecting**: This is the process of identifying and reaching out to potential customers who may be interested in a product or service. Prospecting involves gathering leads and converting them into potential sales opportunities. 8. **Cold canvassing**: This is a sales technique where the salesperson approaches potential customers without any prior contact or appointment. It involves directly reaching out, often through door-to-door visits or unsolicited phone calls, to generate interest and sales. 9. **Layman’s terms**: This means explaining things in simple, everyday language that is easy for anyone to understand, even without specialized knowledge or technical jargon. 10. **Objections**: These are concerns or reasons expressed by potential customers about why they might not want to purchase a product or service. Objections can relate to price, quality, need, or any other aspect that affects the buying decision. 11. **Excuses**: These are reasons given by potential customers not to engage in a sales conversation or make a purchase, which may not always be genuine or related to the product's features or benefits. 12. **Boomerang method**: This sales technique involves turning a customer’s objection into a reason to buy. It requires skillfully redirecting the concern to highlight how the product's features or benefits address the issue raised. 13. **Substitution method**: This involves suggesting an alternative product to the customer when the originally considered product does not meet their needs or preferences. The goal is to find a more suitable option that satisfies the customer's requirements. 14. **Third party method**: This technique involves using testimonials or references from previous customers to support the product and alleviate the potential customer's concerns. It leverages the experiences and opinions of others to build trust and credibility. 15. **Closing the sale**: This is the process of finalizing a sales transaction by gaining the customer’s commitment to purchase. It includes handling any remaining concerns, confirming the decision, and completing the necessary steps for the purchase. 16. **Trial close**: This is a technique used by salespeople to gauge the readiness of the customer to make a purchase decision. It involves asking questions or making statements to see if the customer is leaning towards buying without directly asking for the sale. 17. **Direct close**: This involves directly asking the customer for a commitment to purchase. It is a straightforward approach where the salesperson explicitly seeks confirmation of the sale. 18. **Suggestion selling**: Also known as add-on selling or upselling, this technique involves recommending additional products or services to a customer based on their initial interest. The goal is to enhance the customer's experience and increase the overall sale value. I hope these definitions help clarify the concepts for you!