Which of the following is a goal of selling?

All of the listed choices are goals of selling

Help customers make satisfactory buying decisions

Create ongoing relationships with customers

Help generate profit for the business

When it is impractical to demonstrate the actual product in use, a salesperson can use

All of the above methods can be used

Which of the following customer objections represents a product objection?

"It's cute, but I was really hoping to find a raincoat with a detachable hood."

"I'll just wait until your July sale to buy a new bathing suit."

"It's exactly what I want, but this stereo system is about $100 more than I was looking to spend."

"The last time I bought something here, I had a really hard time returning it."

Which of the following customer objections represents a price objection?

"I love this car, but there's no way I could ever afford something this fancy."

"Do you have this set in any brighter, spring colors?"

"It's a great piece of furniture, but I feel like the dimensions wouldn't be right for the space in my house."

"Do you think I could even fit this in the car to get it home?"

After Dana helped her customer select a sweater, she asked her how she would like to pay for it. This is an example of what phase of the selling process?

Establishing relationships with customers

Which of the following is an example of a salesperson describing a product's construction and materials?

"Because the manufacturer uses high-grade materials to produce this item, its quality is superior to that of our competitors."

"Many of my customers have owned and used this product for more than 10 years."

"To accommodate your décor, this product is available in a variety of finishes and colors."

"Another feature about this item is that it can also be used in several ways."

Which of the following should you NOT do when you are listening to a customer in order to determine the customer's needs?

Maintain good eye contact and use verbal and nonverbal feedback

Listen with empathy and an open mind

Give the customer your undivided attention

The most common objection customers have is normally

Related to the return policies of the store

Related to the salesperson selling the product

What is suggestive selling?

A sales approach that asks the customer to include an additional item

A sales approach that provides guidance on an item that the customer wants

A sales approach that uses high pressure sales techniques

Which of the following is the best example of suggestion selling?

Suggesting adding a phone case to a new phone purchase

Suggesting a tablet when the customer is buying a cell phone

Suggesting internet service when the customer wants to buy cable

When should suggestion selling occur?

After the salesperson closes a sale but before the customer remits payment for the item

Before the salesperson closes a sale from the customer and received an agreement to buy

After the customer has paid for their item

Once businesses attract customers, they can keep them by

Developing strong relationships

Asking personal sources for referrals

What are three techniques used in determining a customer's needs?

Observing, listening, and questioning

Motivation, listening, and observing

Listening, questioning, and presenting

Selecting, questioning, and observing

Reassuring a customer of their wise buying decision, sending a thank you card, and/or making a follow up phone call to a customer are all strategies used to

Build relationships with customers after a sale

Help present products to customers

Observe customers to determine needs and wants

Suggestion sale additional products to customers

Which of the following states a general rule that should guide salespeople through every transaction?

Never sell a product to a customer if that product will not meet the customers' needs and wants

A salesperson should always act in the interest of the business and do whatever is necessary to increase profit margins

A salesperson should only greet customers when they are not busy with other tasks

A salesperson should not be concerned with following up with customers after the sale takes place

Choose the option that lists the steps of selling in the correct order

Approach, determining customer needs, presenting the product, answering objections, closing the sale, suggestion selling, and following up/relationship marketing

Approach, presenting the product, determining customer needs, answering objections, closing the sale, suggestion selling, and following up/relationship marketing

Approach, suggestion selling, presenting the product, determining customer needs, closing the sale, answering objections, and following up/relationship marketing

Approach, determining customer needs, answering objections, closing the sale, presenting the product, suggestion selling, and following up/relationship marketing

Selling Unit Test

9th - 12th Grade

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50 Qs

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Selling Unit Test

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Specialty

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9th - 12th Grade

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Practice Problem

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Selling Unit Test

50 questions

1. The person who helps facilitate the sale and convince the potential buyer that the product/service is worth the exchange of their money

A transaction between a buyer and a seller in which money is exchanged for goods and/or services

Before a salesperson can sell a product, he/she should

One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to

A business's selling policies are beneficial to customers when they

To discover customer needs/wants, a salesperson should be skilled at

Which of the following examples represents a business to business (B2B) selling transaction?

A type of selling that is very involved requiring a salesperson to spend a great deal of time with a buyer

The process to order food at a McDonald's drive thru would be considered which type of selling?

A typically automated communication strategy that sends sales messages to potential customers over a period of time. The timing of these messages is often prearranged, and messages follow a predetermined course.

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