MI32 - Teacher Made Test Review #2

Indirect competition is competition by a business that makes only a small amount of money by selling different products or services as another business.

• True

• False

Direct competition is competition from a business that makes its money by selling the same or similar products or services as another business.

• True

• False

While studying strengths and weaknesses of potential competitors, ALL OF THE FOLLOWING are things to analyze EXCEPT

• Price

• Location

• Facility

• Manager biography

When preparing for a sales presentation, ALL OF THE FOLLOWING are factors to consider EXCEPT

• Audience

• Materials

• Product

• All of the factors above should be considered

In order to present features and benefits for customers, a salesperson must first know which of the following (Choose all that apply)

• What features to look for in a product

• Where to get the information you need

• How much money you can get from customers

• What to do with the information when you get it

• All of the above

Some of the most common features that are looked for in a product are….(Choose all that apply)

• Construction and materials

• Appearance and style

• Durability

• None of the above

 Which of the following best describes suggestion selling:

• An attempt by a salesperson to increase a customer's purchases

• A policy of waiting until the customer suggests an additional purchase

• An aggressive attempt to persuade a customer to make additional purchases

• A salesperson's suggestion that the customer use his/her credit card

Suggestion selling should be

• reasonably high-pressured to be successful.

• passive, patient, and follow the lead of the customer.

• a sincere effort by the salesperson to be of service.

• limited to items related to the primary purchase.

Suggestion selling should be based on the

• profit position of the store at the time.

• persuasiveness of the salesperson

• depth of the supply of goods on hand

• needs and desires of the customer.

Small or “mini” decisions customers make that lead to the final purchase decision are called __________ decisions.

• need

• buying

• placed

• price