Preparing For The Sale

20 Questions | Total Attempts: 49

SettingsSettingsSettings
Preparing For The Sale - Quiz

TEST


Questions and Answers
  • 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

Back to Top Back to top