14 Sudy Stack
Quiz yourself by thinking what should be in
each of the black spaces below before clicking
on it to display the answer.
Help!
|
|
||||
|---|---|---|---|---|---|
| contrdictation of a statement | F. denial
🗑
|
||||
| to state the meaning of a statement | H. paraphrase
🗑
|
||||
| language most people can understand | A. layman's terms
🗑
|
||||
| a neutral personor previous customer | B. third party
🗑
|
||||
| reasons for not buying or seeing a salesperson | G. Excuses
🗑
|
||||
| language used with industrial buyers | C. Jargon
🗑
|
||||
| a list of reasons for not purchasing a product and possible responses to those reasons | E. Objection analysis sheet
🗑
|
||||
| recommending a diffrent product | D. substitution method
🗑
|
||||
| concerns, hesitations, doubts | K. objections
🗑
|
||||
| a possitive statement about the quality of a product | J. testimonial
🗑
|
||||
| a technique that answers objections by showing the customer how to operate a product is called the ________ method. | demonstration
🗑
|
||||
| the third party method of handiling objections requires the use of ______ from sastified customers | testimonials
🗑
|
||||
| An effective way of maintaining thew customers intrest in a product presentation is to the ________ the customer in the presentation. | involve
🗑
|
||||
| A customer says "I'm sure the finish on this table will warp." Bill assures that the table has been specially treated to prevent its warping. Bill uses the _______ method of handiling objections. | denial
🗑
|
||||
| Always showing how to use the appliance the customer is thinking of buying is ______ selling. | consultative
🗑
|
||||
| A salesperson can use newspaper articles, graphs, and customer testimonials as sales ______ in presenting a product. | aids
🗑
|
||||
| In some sales situations, is possible for a salesperson to confront and answer anticipated __________ by incorporating them in the presentation. | objections
🗑
|
||||
| If unable to determine immediately a customer's price range for buying a particular item. Begin a presentation by offering items in the ______ price renge. | medium
🗑
|
||||
| Sasha remarked that the boutique charged twice as much for its merchandise. by using the ______ method Charlotte assured Sasha that her merchandise is one of a kind. | superior point
🗑
|
||||
| " My spouse and I would love to take this trip to Hawaii that ypu've described, but we have to repaint our house and we really should replace our refrigerator. " What is such an objection based on? | B
🗑
|
||||
| " I can't buy this software program. I don't understand the directions." The salesperson's reply is, "What is the first direction you find confusing?" This is the ___________ method. | C
🗑
|
||||
| A salesperson says to a customer, "I've had many customers express the same concern you've just stated." What step of the basic strategy for handling objections does the preceding comment exemplify? | D
🗑
|
||||
| In which situation is using the latest jargon acceptable? | b
🗑
|
||||
| During a presentation, what is the maximum number of items a salesperson should show a customer at one time? | c
🗑
|
||||
| It is important for a salesperson to use words that are vague in making a product presentation so that the customer will not be swayed by the salesperson's biases. | False
🗑
|
||||
| It is acceptable for a salesperson to use jargon during a business-to-business sales presentation. | True
🗑
|
||||
| The goal of the product presentation is to skillfully present the products to the customer. | False
🗑
|
||||
| When a customer objects to purchasing an item, it is best to be brief, direct, and ask."Why do you object?" | False
🗑
|
||||
| To keep a customer from feeling pressured, a salesperson should at times allow the customer to resolve objections without interference for the salesperson. | False
🗑
|
Review the information in the table. When you are ready to quiz yourself you can hide individual columns or the entire table. Then you can click on the empty cells to reveal the answer. Try to recall what will be displayed before clicking the empty cell.
To hide a column, click on the column name.
To hide the entire table, click on the "Hide All" button.
You may also shuffle the rows of the table by clicking on the "Shuffle" button.
Or sort by any of the columns using the down arrow next to any column heading.
If you know all the data on any row, you can temporarily remove it by tapping the trash can to the right of the row.
To hide a column, click on the column name.
To hide the entire table, click on the "Hide All" button.
You may also shuffle the rows of the table by clicking on the "Shuffle" button.
Or sort by any of the columns using the down arrow next to any column heading.
If you know all the data on any row, you can temporarily remove it by tapping the trash can to the right of the row.
Embed Code - If you would like this activity on your web page, copy the script below and paste it into your web page.
Normal Size Small Size show me how
Normal Size Small Size show me how
Created by:
vhaun
Popular Marketing sets