Up Ante LAP Quiz

Suggestion selling benefits the business by

•  

   

  increasing profits.

   

   

• increasing commissions.

• reducing stock turn.

• reducing ill will.

When a customer buys an item and the salesperson informs the customer that a related item is on sale, the salesperson is using

• trading up.

   

• suggestion selling.

   

   

• substitute selling.

• trading down.

Suggestion selling benefits customers primarily because they

• can afford more merchandise.

• receive preferential treatment.

• purchase all needed items at once.

   

   

   

• are advised by the salesperson

Facts about a product that help describe it are referred to as product

• demographics.

• warranties.

• benefits.

•  

   

  features.

   

   

The salesperson who is selling items that wear out or are used up quickly should suggest that the customer buy

• higher priced goods

• new models.

   

• unrelated goods.

   

• larger quantities.

   

  .

An important factor for salespeople to emphasize when suggestion selling to customers is the

• rofitability to the business.

   

   

  benefits of the suggested products.

   

• high percentage of commission rate.

• availability of credit terms.

• profitability to the business.

Which of the following best describes trading up:

• Using high-pressure methods to sell more

   

   

• Suggesting that the customer buy an assortment of goods

• Persuading a customer to buy better quality, higher priced goods

•  

  Attempting to build up the total amount of the sale

When should suggestion selling be used?

• After the customer’s original request has been satisfied

   

• As soon as the customer enters the store/department

• After the salesperson has completed the sales ticket

   

   

• As soon as the customer has paid for the original purchase

Suggestions to customers that they purchase additional merchandise should be positive and

• cover a wide range of items.

   

   

   

• specific.

• general.

• include items on order.

Once the customer indicates that s/he is interested in an additional product as well as the original product, the salesperson should

• act surprised and skeptical.

• offer additional products.

• ask the customer if s/he is sure.

• attempt to close the sale.