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1. the process of internalization. 2. I is known as the classic response of buyer behavior. 3. Conscious need level when a buyer is fully aware of their need. 4. Pre-conscious need level is when a buyer is not fully aware of their need. 5. Extensive decision making the buyer believes that much more is at stake relative to other buying decisions. 6. Objection can be triggered by a salesperson. 7. ADVANTAGE is the performance characteristic of a product that describes how it can be used or will help the buyer. 8. BENEFIT is a favorable result the buyer receives from the product because of a particular advantage that has the ability to satisfy a buyer's needs. 9. What is the FAB of selling technique Features, Advantages, Benefits. 10. Purchase Dissonance is the cause of tension over whether the right decision was made in buying a product