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selling
| Question | Answer |
|---|---|
| using selling to satisfy customers' needs or desires should ensure that the salesperson and the businesses will both benefit over time from? | repeat business |
| through sales, products are transferred to consumers who can then use them. this is an example of what role in selling? | adding utility |
| how does a feature-benefit chart help a salesperson? | provides a quick reference to the sales person about the product. |
| what does a salesperson need to do to be successful in selling? | learn the features unique to the brands s/he sells |
| which is a pre-sale opportunity for sales people to provide customer service? | research product information |
| what should a sales person do when dealing with a customer who wants to return an unsatisfactory item? | follow the businesses selling policies |
| one way a business can help its sales people demonstrate ethical behavior in selling situations is by | establishing gift giving guide lines |
| what is an internal factor that affects the selling policies of a business? | financial resources |
| why would a business develop policies to limit the amount of money that sales people could spend taking customers to lunch and dinner? | to control expenses |
| how can reciprocal sales arrangement between a buyer and a seller create an unethical situation? | ethical issues can occur when the reciprocity hurts or eliminates competition |
| Tim could not think of anymore questions to determine a customers' need for a new store. what should he do? | use questioning statements |
| samples, audiovisuals, models and photographs are examples of sales- | aids |
| the sales person tells the customer, "if you love that sweater, we are offering 3 for only 45$." this is an example of? | upselling |
| recommending larger quantities of merchandise at a lower price is? | upselling |
| if you feel you are asking to many questions but have not determined the customers need or want, what can you do to vary your approach | wait for the customer to ask questions |
| a customer has been looking at different brands of the same product for several minutes. what is the most appropriate sales approach to use? | brand x is on sale today |
| what should the sales person do when s/he is helping a customer and another enters the selling area? | acknowledge the second customer ASAP. |
| the phase of the selling process that includes writing the order up is | reaching closure |
| on what does the speed of asking customers questions depend? | pace of the customers responses to your questions |
| what is good advice for a salesperson to follow when questioning customers? | ask impersonal questions |
| what should a salesperson remember to do during the closing of the selling process? | ask the customer to buy |
| observing, listening, and questioning are part of | determining customer needs |
| by what will the emphasis put on each phase of the selling process vary most significantly? | product and client |
| what should a salesperson explain to a customer when recommending a substitute item? | comparable features |
| when sales people explain the benefits of a technical product, what questions are they answering for customers? | what is in it for me? |
Created by:
evanfeus