SEM Personal Selling

Front

The purpose and goal of selling is to help customers make ________ buying decisions.

Back

satisfying

Front

Feature - Benefit Selling is:

Back

matching the features of each product to a customer's needs and wants.

Front

Determining needs/classifying the customer is when you are: putting them in a category, learning what the customer is looking for, watching them from the cash registar, reading their survey answers

Back

learning what the customer is looking for

Front

Getting the customer's positive agreement to buy is:

Back

closing the sale

Front

Educating the customer about the products features and benefits is:

Back

presenting the product

Front

What selling step is the sales person using when showing a great case for your new iPhone 16?

Back

suggestion selling

Front

What selling step would you use to help a customer who loves stylish shoes but is unsure of the purchase because of the price? Options: closing the sale, overcoming objections, suggestion selling, feature benefit selling

Back

overcoming objections

Front

"Good morning, welcome to Target", is what type of sales approach? Options: Service approach, Greeting approach, Merchandising approach, none of the above

Back

Greeting approach

Front

What type of sales approach is described by the statement: "That shirt is made of wrinkle free cotton, so it's very easy to care for."?

Back

Merchandising approach

Front

To discover customer needs/wants, the salesperson should be skilled at ______.

Back

questioning and listening