Get Specific Quiz 2

Satisfying a customer’s original request by suggesting a different item is called

 

 

• substitute selling.

   

• preselling.

• merchandise selling.

   

• suggestion selling.

What happens if a salesperson is able to sell a substitute product when the customer’s request is not available?

• The product line can be reduced.

   

   

• The business’s sales increase.

• The salesperson has used suggestion selling.

• The business's sales decrease.

Before suggesting substitute products to a customer, the salesperson’s most immediate concern should be to

• clarify the product’s use.

   

• greet the customer.

•  

  point out features and benefits.

• close the sale.

When trading up, the salesperson should __________ the price increase.

•  

  mention

   

• justify

   

• ignore

   

• avoid

Salespeople who are involved in substitute selling should have adequate product knowledge because it

• establishes a friendly atmosphere.

   

• makes a favorable impression.

• helps the selling effort.

• creates a listening climate.

   

A business’s ultimate goal is to sell goods in order to stay in business. Therefore, the substitute product that a salesperson recommends should always

• be expensive.

   

• be high quality.

• satisfy the customer’s needs.

   

• have many customer benefits.

What should a salesperson do before suggesting a substitute product to a customer?

• Explain features of alternative item

   

   

• Obtain product information

   

• Encourage customer to trade up

• Check availability of requested item

What should salespeople do when they want to increase their product knowledge for use in substitute selling?

• Take classes

• Watch movies

   

• Order books

   

• Read labels

   

Which of the following is one way that businesses can benefit from substitute selling:

• Increased satisfaction

   

• More contentment

   

• Improved reputation

• Added convenience

When salespeople recommend an appropriate substitute product, one of the benefits to the customer is that the customer often

• spends less money.

• saves time.

• gets a rebate.

   

• trades even.