Selling Review

Which of the following is NOT a typical step in the Sales Process?

• The Approach

• Product Demonstration

• Credit Check

• Suggestion Selling

During the Approach step in a retail setting, which of these is used frequently?

• How can I help you?

• Welcome to Target, let me know if you have questions?

• Do you need help finding anything?

• All of these

This type of question is best for getting detials from a customer while determining needs...

• Close Ended

• Open Ended

• Yes/No

• Riddles

Letting the customer try the product is a great technique that is part of this step in the selling process

• The Approach

• Determine Needs

• Product Demonstration

• Closing the Sale

This concept has to do with sharing factual and physical charateistics of the product

• Features

• Benefits

• Closing

• Suggestion Sell

This concept takes the product specifications and creates advangtages specific to the actual consumer

• Features

• Benefits

• Closing

• Questioning

This method of handling objections involves sharing feedback you have gathered from previous satisfied customers

• Boomerang

• Superior Point

• Testimonial (3rd Party)

• Denial

This technique for handling objections is best used when the customer has incorrect information they are stating in their objection.

• Substitution

• Denial

• Superior Point

• Demonstration

The best type of close to use to get a feel for where your customer is at in the sales process

• Trial Close

• Assumed Close

• Direct Close

When selling in a setting like a car dealership and the customer has verified that they are going to make the purcahse, which close make sense?

• Trial Close

• Assumed Close

• Direct Close