Personal Selling

Front

Which best describes the focus of sales today? Options: To persuade and take orders, To build relationship & create value, To satisfy needs and solve problems, To find identify & qualify potential leads

Back

To build relationship & create value

Front

Approach the customer
Determining needs
Overcoming objections
Closing the sale
Suggestion selling
Relationship building
What step is missing?

Back

presenting the product

Front

What selling step is the sales person using when they show you a great case for your new iPhone 7? Options: suggestion selling, closing the sale, presenting the product, none of the above

Back

suggestion selling

Front

What selling step would you use to help a customer at Nordstrom's shoe department who loves the 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

Personal selling is any form of direct contact between the sales person and the customer.

Back

true

Front

Purchasing a product for its durability is an example of a _____________ motive for purchasing.

Back

Rational motive

Front

There are 3 types of selling approaches, which of the following is NOT one of the three? Greeting approach, Merchandise approach, Selling approach, Service approach

Back

Selling approach

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

Salespeople can gather important information from advertisements, trade shows, and product manuals to understand

Back

the products and services they sell