Retail Marketing Chapter 11

Non-personal selling involves interaction between sales associates and customers.

• True

• False

The most successful sales associates have good people skills.

• True

• False

Sales associates should be willing and eager to learn.

• True

• False

Sales associates can influence a customer’s emotional buying motive.

• True

• False

Sales associates can sell either product features, product benefits, or both.

• True

• False

Sales associates need to keep customers from handling the merchandise so customers do not break anything.

• True

• False

Sales associates should defend the products they are selling and ignore a customer’s objections.

• True

• False

Suggesting a greater quantity of the item being purchased is a form of suggestion selling.

• True

• False

Which of the following is a type of selling that does not involve interaction between people?

• personal selling

• rational selling

• non-personal selling

• emotional selling

Which of the following is a trait that a sales associate needs to have?

• good people skills

• willingness to learn

• ethical behavior

• all of the above