If a customer wants an item that is out of stock, a salesperson might suggest a different product that would suit the customer’s needs.
Chapter 14: Presenting the Product

Flashcard
•
Business
•
9th - 12th Grade
•
Hard
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44 questions
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1.
FLASHCARD QUESTION
Front
Back
True
2.
FLASHCARD QUESTION
Front
Is it acceptable for a salesperson to use jargon during a business-to-business or industrial sales presentation?
Back
True
3.
FLASHCARD QUESTION
Front
In which selling situation is using the latest jargon acceptable? Options: retail clothing to young adults, beds and dressers to hotel managers, computer products to parents of school-age children, home gardening tools to first-time gardeners
Back
beds and dressers to hotel managers
4.
FLASHCARD QUESTION
Front
“We really can’t buy this car because we have to repaint our house and replace our refrigerator.” What is the basis for this type of objection?
Back
need
5.
FLASHCARD QUESTION
Front
What method of handling objections is the salesperson using when they say, “Let’s read over the directions together. What is the first direction you find confusing?”
Back
question
6.
FLASHCARD QUESTION
Front
A salesperson says to a customer, “I’ve had many customers express the same concern you’ve just stated.” What step of the basic strategy for handling objections does this comment represent?
Back
acknowledging
7.
FLASHCARD QUESTION
Front
During a presentation, what is the maximum number of items a salesperson should show a customer at one time?
Back
three
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