Sales II 1.05 Quiz Review

Customers are very important to a business’s success, which means that it is important in selling to

• prevent customers’ moods from changing.
• determine customers’ good and bad traits.
• satisfy customers’ needs and wants.
• be able to use open-response questions.

Which of the following affects a customer’s overall decisions to buy:

• Desire for bargains
• Salesperson’s commission
• Desire for quality
• Customer personality

Which of the following is a characteristic of decisive customers:

• Want the best
• Know what they want
• Shop slowly
• Like to see variety

Which of the following is characteristic of an impulsive customer:

• Comparison shops
• Asks many questions
• Selects products quickly
• Challenges salesperson

Which of the following is characteristic of the fact-finder customer personality:

• Shops quickly
• Comparison shops
• Asks few questions
• Wants purchases to be noticed

Which of the following is characteristic of the practical or frugal customer:

• Cautious with money
• Likes to experiment
• Trendsetter
• Wants purchases to be noticed

Which of the following is characteristic of the informed customer:

• Is a trendsetter
• Challenges the salesperson
• Shoplifts
• Shops for bargains

Which of the following is characteristic of the difficult customer:

• experimental
• practical
• suspicious
• impulsive

Jack said to the salesperson, “I want to buy a dozen Titleist golf balls and a Golden Bear glove.” Jack would be considered a __________ customer.

• decisive
• fact-finder
• difficult
• practical or frugal

“This doll caught my eye as I was walking through your department. My granddaughter will love it,” is an example of statements that would be made by a(n) __________ customer.

• decisive
• impulsive
• informed
• practical or frugal