Marketing: Chapter 14 and 15 Test

Front

Excuses are concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase.

Back

False

Front

An example of "Closing the Sale" for Aryan the salesperson is when Jenna states "...these shoes are awesome, I'll take them."

Back

True

Front

Do suggestion selling before the customer has made a commitment to buy.

Back

False

Front

The goal of product presentation is to effectively present the features and benefits of a product that best match your customer's needs and buying motives.

Back

True

Front

What is the objection in the statement: "We'd love to get this new water-efficient digital washing machine, but ours is still working fine."?

Back

need

Front

What method of handling objections is the salesperson using? Options: denial, demonstration, question, superior point

Back

question

Front

Jordan, an auto parts salesperson in a specialty supply house, is working with a customer looking for hydraulics. What is the maximum number of hydraulic items Jordan should show the customer at one time?

Back

three

Front

The third party method of handling objections requires the use of _______ from satisfied customers.

Back

testimonials

Front

Ethan does not buy off-brand basketball shoes because they feel stiff and heavy. Ethan's buying objection is based on the

Back

product

Front

Which closing method is a salesperson in Izzy's fashion boutique using when they tell Stephanie that the dress she just tried on and "loved" is the last one in stock?

Back

standing room only close