Chapter 13: Selling - Part 1: Content Review

Front

An office that is set up for the purpose of receiving and making customer calls is a ____ center.

Back

call

Front

In business-to-consumer (B2C) selling situations, which of the following is not a motive for customers to buy a product? Rational, Emotional, Transactional, Loyalty buying

Back

Transactional

Front

There are three ways to determine customer needs and wants. Which involves body language?

Back

Observation

Front

When a customer raises an objection during a product presentation, the first thing a salesperson should do is ____.

Back

pause

Front

The customer service mindset is the attitude that the customer ____.

Back

comes first

Front

In business-to-business (B2B) sales, a(n) ____ salesperson visits with the customer at his or her place of business.

Back

field

Front

Showing the major selling features of a product and how it benefits the customer is ____ selling.

Back

feature

Front

The ____ is when the salesperson makes the first in-person contact with a potential customer.

Back

Initial meeting

Front

Personal reasons not to buy are ____.

Back

personal reasons.

Front

____ buying motives are based more on feelings than reason.

Back

emotional