Marketing Applications Unit 4 Review Part 2

What type of probe should be used to determine what the customer is thinking?

• Opinion-gathering

• Information-gathering

• Closed-end

• Confirming

Which technique is an example of the use of product demonstration?

• Measuring the height of a customer

• Preparing popcorn in a microwave oven

• Having a customer try on a shirt

• Handing out sale brochures

If the customer requests a product without stating a price preference, the salesperson should begin by showing which type of product?

• Moderately priced

• Most expensive

• A variety of price ranges

• The least expensive

What affects the place decision?

• Product features and benefits

• Need for additional information

• Warranty

• Business loyalty

Which is a buying decision customers must make before making a

purchase?

• When was the product introduced?

• How many businesses sell the product?

• Who already owns the product?

• What brand or style would be best?

The salesperson should pause before answering a customer's objections in order to perform which activity?

• To delay dealing with the objection

• To show empathy for the customer

• To get the full attention of the customer

• To let the customer see that he or she is upset

What about the quantity of number of items a salesperson shows to a customer at one time should be considered?

• Planned

• Specific

• Limited

• Unrestricted

How do customers benefit from the effective use of buying motives in selling?

• They become repeat customers.

• They tell others about the business.

• Their needs and wants are satisfied.

• Their merchandise returns decrease.

The price decision is closely related to which decision?

• Product

• Place

• Need

• Time

A salesperson has explained the features and benefits of a product that appeared to be of interest to a customer. What should the salesperson do if the customer reacts negatively?

• Hand the customer promotional materials and walk away

• Accept the fact that the sale has been lost

• Ask additional questions and explain other features and benefits

• Proceed with the sales presentation