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14_FrankKile_14STUDY
14 Sudy Stack
| Question | Answer |
|---|---|
| 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 |
Created by:
vhaun
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