Preparing For The Sale
TEST
- 1.Matching product characteristics to a customers needs and wants
- A.
Feature benefit selling
- B.
Customer benefits
- C.
Product features
- D.
Pre approach
- 2.Advantages or personal satisfaction a customer will get from a good or service
- A.
Feature benefit selling
- B.
Customer benefit
- C.
Product feature
- D.
Prospect or lead
- 3.Used when a person buys goods and services that he or she has purchased before, but not on a regular basis
- A.
Limited decision making
- B.
Routine decision making
- C.
Extensive decision making
- D.
Regular decision making
- 4.A feeling that a customer associates with a product
- A.
Emotional motive
- B.
Rational motive
- C.
Personal motive
- D.
Limited motive
- 5.Direct contact between a salesperson and a customer
- A.
Personal selling
- B.
Consultative selling
- C.
Feature benefit selling
- D.
Limited selling
- 6.A potential customer
- A.
Prospect or lead
- B.
Canvass or reach
- C.
Consulatative or endless
- D.
Limited or extensive
- 7.Used when a person needs little information because of a high degree of prior experience with a produc or low perceived risk
- A.
Routine decision making
- B.
Limited decision making
- C.
Extensive decision making
- D.
Prior decision making
- 8.Basic, physical, or extended attributes of a product or purchase
- A.
Product features
- B.
Customer benefits
- C.
Product benefits
- D.
Personal characteristics
- 9.Conscious, factual reason for a purchase
- A.
Rational motive
- B.
Emotional motive
- C.
Personal motive
- D.
Limited motive
- 10.Used when there has been little or no previous experience with an infrequently purchased item.
- A.
Routine deicison making
- B.
Limited decision making
- C.
Extensive decision making
- D.
Infrequent decision making
- 11.Getting ready for the face to face selling encounter
- A.
Pre approach
- B.
Consultative selling
- C.
Endless chain method
- D.
Telemarketing
- 12.Technique used when a salesperson tries to locate potential customers with little or no direct help
- A.
Cold canvassing
- B.
Consultative selling
- C.
Endless chain method
- D.
Pre approach
- 13.Technique used when a salesperson asks existing customers for names of potential customers
- A.
Cold canvassing
- B.
Consultative selling
- C.
Endless chain method
- D.
Feature benefit selling
- 14.Providing solutions to customers problems by finding products that meet their needs
- A.
Consultative selling
- B.
Telemarketing
- C.
Cold canvassing
- D.
Feature benefit selling
- 15.Process of selling over the telephone
- A.
Telemarketing
- B.
Feature benefit selling
- C.
Consultative selling
- D.
Over the phone selling
- 16.Satisfied customers often give salespeople the names of other people who might buy the product called
- A.
Referrals
- B.
Prospects
- C.
Canvassers
- D.
Leads
- 17.How many sales compensation methods are there
- A.
Three
- B.
Four
- C.
Five
- D.
Six
- 18.Which type of decision making would best to use when buying a house
- A.
Routine
- B.
Limited
- C.
Extensive
- D.
Creative
- 19.Consumer good purchases of clothing, furniture and household appliances most often use the following type of decision making
- A.
Extensive
- B.
Limited
- C.
Routine
- D.
Beneficial
- 20.Extended product featues for a vehicle might include
- A.
Stereo system
- B.
Air bags
- C.
Warranty
- D.
Anti lock brakes
Questions: 20 | Attempts: 284 | Last updated: Mar 22, 2022
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