AKS 11: Selling

Front

What is the difference between a FEATURE and a BENEFIT in product selling?

Back

A feature is what the product does, a benefit is how that can add value to the customer.

Front

What is PROSPECTING?

Back

Looking for new customers.

Front

What is the goal of presenting product features and benefits?

Back

Highlighting the unique qualities of the product to demonstrate how it fulfills customer needs

Front

Why is overcoming objections important in sales?

Back

To create trust by addressing concerns and showing how the product fulfills customer needs

Front

Why is it important to determine a customer's needs early in the selling process?

Back

To ensure the product presented matches the customer’s requirements

Front

Which of the following is the first step of the consumer decision making process? Information searching, Alternative evaluation, Need identification, Purchase decision

Back

Need identification

Front

Which of the following steps of the consumer decision making process involves comparing the product to expectations and deciding whether it is satisfying or dissatisfying? Alternative evaluation, Post-purchase evaluation, Information searching, Need identification

Back

Post-purchase evaluation

Front

Which is NOT one of the step in decision-making process: Post-purchase evaluation, Problem Recognition, Returning the product, Purchase?

Back

Returning the product

Front

When consumer evaluate the alternatives, what are the factors to be considered? When to buy, How much money to spend, Where to buy

Back

All of the above

Front

Is the following an example of cross-selling or upselling?

"We just got some new boots in that would look perfect with that dress. Would you like to take a look before checking out?"

Back

cross-selling