Professional & Technical Sales

Microsoft Excel is what kind of software?

• Word Processing Software

• Spreadsheet Software

• Database Software

• Presentation Software

Agency that is responsible for protecting consumers from unfair or deceptive business practices.

• Federal Trade Commission

• Better Business Bureau (BBB)

• Consumer Product Safety Commission

Agency that protects consumers from dangerous products.

• Environmental Protection Agency

• Federal Trade Commission

• Consumer Product Safety Commission (CPSC)

A situation in which there is only one company that sells a specific product or service.

• Trading up

• Redress

• Monopoly

The act of advertising goods which are an apparent bargain, with the intention of substituting inferior or more expensive goods.

• Price Gouging

• Loss Leader

• Bait and Switch

• MSRP

Occurs when an item priced at or below cost to draw customers into store.

• Bait and Switch

• Price Fixing

• Loss Leader

• Price Gouging

What should a salesperson do to determine the customer's needs?

• Observe, listen, and question

• Display the product

• Handle the product

• All of the above

What is the purpose of presenting the product?

• To match the characteristics of the product to the customer's needs

• To involve the customer with the product

• To overcome customer objections

• To close the sale

What is the difference between objections and excuses?

• Objections are valid concerns, while excuses are insincere reasons

• Objections are insincere reasons, while excuses are valid concerns

• Objections are honest reasons, while excuses are polite ways of hiding objections

• Objections are polite ways of hiding objections, while excuses are honest reasons

What is the goal of building relationships with customers?

• To transform customers into clients

• To get customers to trust the salesperson

• To encourage customers to return to the business

• All of the above