Preparing For The Sale

Telemarketing refers to the process of selling products or services over the telephone. It involves contacting potential customers, promoting the offerings, and persuading them to make a purchase. Telemarketers often use various techniques such as cold calling, lead generation, and script-based selling to reach out to a large number of prospects. Telemarketing is commonly used in industries like insurance, banking, and retail, where direct interaction with customers is crucial. It is an effective method for generating sales and expanding customer base, making it the correct answer in this context.

An emotional motive refers to a feeling or emotion that a customer associates with a product. This means that the customer's decision to purchase the product is driven by their emotional connection or attachment to it. This can include feelings such as happiness, excitement, nostalgia, or a sense of belonging. Unlike rational motives, which are based on logical reasons or practical benefits, emotional motives are more subjective and are influenced by personal experiences, values, and desires. Therefore, the correct answer is emotional motive.

Personal selling refers to the direct contact between a salesperson and a customer. This involves face-to-face interactions or communication through phone calls or emails, where the salesperson engages in a conversation with the customer to understand their needs and preferences. The salesperson then uses this information to tailor their sales pitch and offer personalized solutions to the customer. This approach allows for a more personalized and customized sales experience, building trust and rapport with the customer, and increasing the chances of making a sale.

The pre-approach is the initial step taken by a salesperson to gather information and prepare for a face-to-face selling encounter. It involves researching the potential customer, understanding their needs and preferences, and planning the approach or strategy to be used during the sales interaction. This stage is crucial as it allows the salesperson to establish rapport, build credibility, and tailor their presentation to the specific needs of the customer. By investing time in the pre-approach, the salesperson increases the likelihood of a successful sales encounter.

When buying a house, extensive decision making would be the best approach. This is because purchasing a house is a significant and complex decision that involves a high level of risk and investment. Extensive decision making involves gathering a large amount of information, conducting thorough research, comparing different options, and carefully evaluating all factors before making a decision. This type of decision-making process is necessary when buying a house as it ensures that all aspects such as location, price, size, amenities, and future prospects are thoroughly considered and evaluated.

The term "prospect or lead" refers to a potential customer who has shown interest in a product or service. This individual may have expressed some level of interest or engagement, making them a potential sales opportunity. The terms "canvass or reach" do not accurately describe a potential customer, as they refer to the act of contacting or approaching individuals. Likewise, "consultative or endless" and "limited or extensive" do not pertain to the concept of a potential customer. Therefore, the correct answer is "prospect or lead."

The term "product features" refers to the basic, physical, or extended attributes of a product or purchase. These are the specific characteristics and qualities that the product possesses, such as its size, color, functionality, or design. Understanding the product features helps customers evaluate whether the product meets their needs or preferences. It allows them to compare different products and make informed purchasing decisions based on the specific attributes that are important to them.

The endless chain method is a technique used by salespeople to ask existing customers for names of potential customers. This method involves leveraging the network of existing customers to expand the customer base. By asking satisfied customers for referrals, salespeople can tap into a chain of potential leads and increase their chances of making sales. This approach relies on the idea that satisfied customers are more likely to recommend products or services to their friends and acquaintances, creating a continuous chain of referrals.

A rational motive refers to a conscious, factual reason for making a purchase. It is based on logical thinking and practical considerations rather than emotions or personal preferences. When individuals have a rational motive for a purchase, they carefully evaluate the benefits, costs, and potential outcomes of their decision. They prioritize their needs, compare different options, and make a purchase that aligns with their goals and objectives. This type of motive is often associated with making informed and calculated choices, ensuring that the purchase is logical and serves a specific purpose.

Satisfied customers often give salespeople the names of other people who might buy the product. These names are known as referrals. Referrals are valuable for salespeople as they are potential customers who have been recommended by someone who is already satisfied with the product. These recommendations increase the likelihood of making a sale as the referred individuals are more likely to trust the product based on the positive experience of the referrer. Therefore, referrals play a crucial role in expanding the customer base and generating new business opportunities for salespeople.

Customer benefit refers to the advantages or personal satisfaction that a customer will receive from a good or service. It focuses on the value that the customer will gain, such as convenience, cost savings, improved efficiency, or enhanced quality of life. Understanding and communicating the customer benefits is crucial for effective marketing and sales strategies, as it helps to highlight the value proposition and differentiate the product or service from competitors. By emphasizing the customer benefits, businesses can attract and retain customers by meeting their needs and fulfilling their desires.

Cold canvassing is a technique used by salespeople to find potential customers without any direct assistance. It involves approaching individuals or businesses who have not shown any prior interest in the product or service being offered. The salesperson makes initial contact with these potential customers in an attempt to generate interest and ultimately make a sale. This method requires a proactive approach and involves reaching out to a wide range of individuals or businesses who may be potential customers.

Limited decision making refers to a situation where a person purchases goods or services that they have bought before, but not on a regular basis. In this type of decision making, the consumer may consider a few alternatives and evaluate them based on some criteria, but the process is not as extensive as in extensive decision making. Limited decision making is often used for low-involvement purchases or when there is some familiarity with the product or service.

Extended product features for a vehicle refer to additional features or benefits that are not typically included in the standard version of the vehicle. In this case, the correct answer is "warranty" because it is a common extended product feature for vehicles. A warranty provides assurance to the buyer that the manufacturer will repair or replace any defects or faults in the vehicle within a specified period of time.

Feature benefit selling refers to the process of matching the features of a product to the specific needs and wants of a customer. It involves highlighting the benefits that the customer will receive from using the product, rather than just focusing on its features. This approach is effective in persuading customers and meeting their expectations, as it emphasizes how the product can fulfill their specific requirements and provide them with value. By understanding the customer's needs and wants, feature benefit selling enables salespeople to effectively communicate the advantages of the product and increase the likelihood of a sale.

Routine decision making is the correct answer because it refers to a situation where a person needs little information due to their high degree of prior experience with a product or low perceived risk. In routine decision making, individuals rely on habitual responses and established buying patterns, making the decision-making process quick and effortless. This type of decision-making is common for frequently purchased, low-cost items where little thought or consideration is required.

Consultative selling involves providing solutions to customers' problems by finding products that meet their needs. This approach focuses on understanding the customer's unique situation, identifying their pain points, and offering tailored solutions. It requires active listening, asking probing questions, and building a relationship with the customer. By acting as a consultant rather than a salesperson, consultative selling aims to build trust and provide value to the customer, ultimately leading to a successful sale.

There are three sales compensation methods.

Extensive decision making is the correct answer because it is used when there has been little or no previous experience with an infrequently purchased item. In extensive decision making, consumers engage in a thorough search for information, evaluate multiple alternatives, and carefully weigh the pros and cons before making a decision. This type of decision making is typically associated with high involvement and high-risk purchases, where consumers invest significant time and effort in the decision-making process.

Limited decision making is the most appropriate type of decision making for consumer good purchases of clothing, furniture, and household appliances. Limited decision making occurs when consumers have some prior knowledge and experience with the product category, but still need to gather information to make a decision. In this case, consumers may have a general idea of what they are looking for in terms of style, quality, and price range, but they still need to compare options and evaluate different brands or models before making a purchase. This type of decision making is common for moderately important purchases where consumers want to make an informed choice but do not want to spend excessive time or effort on the decision-making process.