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- 1. Multiple Choice
The purpose and goal of selling is to help customers make ________ buying decisions.
unhappy
satisfying
big
- 2. Multiple Choice
How many steps are there in the selling process?
5
8
9
- 3. Multiple Choice
Determining the needs of the customer is when you are:
putting them in a category
learning what the customer is looking for
- 4. Multiple Choice
Educating the customer about the features and benefits is:
showing off your knowledge
determining needs of the customer
presenting the value
none of the above
- 5. Multiple ChoicePersonal selling is any form of direct contact between the sales person and the customer.truefalse
- 6. Multiple Choice
Build relationship
Gather information
Apply judgement
Evaluate
What step is missing?
Search information
Relaxing the customer
Present Value
Understanding what they want
- 7. Multiple Choice
"Good morning, welcome to Target". What type of sales approach is this?
Service approach
Greeting approach
Merchandising approach
- 8. Multiple Choice
One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to
put the customer on guard.
make a single sale.
gain the customer's confidence.
- 9. Multiple Choice
A PUSH method of selling requires visits, phone calls or e-mails
TRUE.
FALSE
- 10. Multiple Choice
In the selling process the possibility of a future customer is known as _____
Accountant
Lead or Prospect
Revenue
Approach
- 11. Multiple Choice
A basic strategy of the "Building Relationship" step of selling?
The greeting approach
Determining needs
Presenting the product
- 12. Multiple Choice
______________ is when the customer may begin to push you away
Resistance
Acceptance
Dissatisfaction
- 13. Multiple Choice
This is the final step in the selling process and it involve developing a relationship with the customer
Selling
Preapproach
Evaluate/Follow up
- 14. Multiple Choice
In this step the focus is getting the commitment from the customer to purchase the product.
Approach
Present value
identify the need
- 15. Multiple Choice
When explaining the benefits and features of the product to customers, you are
Building Relationship
Presenting Value
- 16. Multiple Choice
When using the PULL method of selling you are
Building Relationship
Presenting Value
Gathering Information
- 17. Multiple Choice
Sales people are often rejected and many work alone
TRUE
FALSE
- 18. Multiple Choice
The definition of selling is different to everybody but a successful sale would include which of the following characteristics
Being ignorant
Showing off your knowledge
Being aggressive
Listening to the customer's needs
- 19. Multiple Choice
A potential customer is considered a _____
pre-approach
cold canvassing
prospect/sales lead
- 20. Multiple Choice
Smiling, eye contact are most important in which step?
STEP 1
STEP 2
STEP #
STEP 4
STEP 5
- 21. Multiple Choice
When a salesperson offer a solution to a customer need they are_____
closing the sale
applying judgement
making a connection
- 22. Multiple Choice
Revenue and Income are similar terms
TRUE
FALSE
- 23. Multiple Choice
Step 5 of the selling process/cycle is about
evaluate -follow up
sell less
take your profits
resistance
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